David Yanni

Questioner
DISC Type : c

Head of Development at Heirloom

Los Angeles Metropolitan Area, United States

Overview

David Yanni is the Head of Development at Heirloom, focused on scaling Direct Air Capture facilities across North America. With a background in energy storage and building decarbonization, his career highlights a deep expertise in distributed energy solutions and strategic development. He holds a Bachelor of Arts from Emerson College.

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Direct Air Capture
As Head of Development for Heirloom, he is responsible for developing and scaling the company's direct air capture facilities to remove billions of tons of CO2.
Carbon Removal
Actively participates in industry discussions, such as speaking on a carbon removal panel at Toronto Climate Week, highlighting his thought leadership in the space.
Distributed Energy
Previously developed company expertise in distributed solutions like cogeneration (CHP), ground-source heat pumps, and energy storage while at Endurant Energy.

Media Appearances

David has no verified media appearances

Work History

8-2024
Head of Development at Heirloom
1-2024 - 8-2024
Vice President, Energy Storage and Building Decarbonization at Crow Holdings Renewables
8-2016 - 7-2023
Chief Development Officer at Endurant Energy (formerly GI Energy)
1-2015 - 8-2016
Senior Vice President of Strategy and Business Development at Endurant Energy (formerly GI Energy)
1-2012 - 12-2014
Chairman at Northeast Clean Heat and Power Initiative (NECHPI)

Education

2000 - 2004
BA from Emerson College
1997 - 2000
Regents Diploma from Ward Melville

More Information

Social Presence :

Prographics :

Exp : 15 Location : Los Angeles Metropolitan Area, United States Job Level : Mid-senior Designation : Head of Development at Heirloom
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Insights For Selling To David

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with David is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from David

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will David move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can David take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And David

Personality Compatibility


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