Denton McLane

Questioner
DISC Type : c

Chairman at McLane Global

Greater Birmingham, Alabama Area, United States

Overview

Denton has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They prefer to fully evaluate every situation.

Topics They Care About

Denton has no verified topics they care about

Media Appearances

Denton has no verified media appearances

Work History

1-2005
Chairman at McLane Global
1-2005
Vice President at McLane Group, LP
6-2004 - 8-2012
Owner at Retrograde LLC
1-2005 - 2-2011
Shareholder at McLane Portugal
11-1999 - 6-2001
Financial Projects Coordinator at Nashville Predators

Education

2001 - 2003
Master of Arts - MA from The University of Alabama
1995 - 1999
Bachelor of Business Administration - BBA from Baylor University - Hankamer School of Business

More Information

Social Presence :

Prographics :

Exp : 29 Location : Greater Birmingham, Alabama Area, United States Job Level : Senior Designation : Chairman at McLane Global
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Insights For Selling To Denton

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Denton 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 Denton

  • 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 Denton move?

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

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Denton

Personality Compatibility


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