Deb Crawford

Wildcard
DISC Type : sic

Director of Cyber Security Operations at Advance Auto Parts

Raleigh-Durham-Chapel Hill Area, United States

Overview

Deb has no verified overview

Personality Overview

Requires Proof

Curious But Skeptical

Friendly But Slow

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Deb has no verified topics they care about

Media Appearances

Deb has no verified media appearances

Work History

2-2019
Director of Cyber Security Operations at Advance Auto Parts
7-2016 - 3-2019
Internet of Things (IoT) Research Lead at Laboratory for Analytic Sciences
8-2011 - 7-2016
Deputy Chief, Mission Integration Office at United States Department of Defense
12-2009 - 11-2011
Program Manager at Federal Government
11-2006 - 12-2009
Director, International Partnerships and Future Capabilities at JFCC-NW

Education

2013 - 2016
Master's degree from University of Maryland Global Campus
1994 - 2001
Bachelor of Science (BS) from University of Maryland Global Campus

More Information

Social Presence :

Prographics :

Exp : 43 Location : Raleigh-Durham-Chapel Hill Area, United States Job Level : Mid-senior Designation : Director of Cyber Security Operations at Advance Auto Parts
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Insights For Selling To Deb

During A Call Or A Meeting

DO's

  • Persuade objectively how your product will help them achieve their goals
  • Help them realize that there is no personal risk in making this decision
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Deb is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Deb

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Deb move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Deb take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Deb

Personality Compatibility


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