Derrick Hodges

Examiner
DISC Type : cs

Director Solution Engineering, Australia and New Zealand at Solace

Greater Melbourne Area, Australia

Overview

Derrick has no verified overview

Personality Overview

Process Oriented

Unexpressive

Overcautious

Being observant comes to them naturally.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Derrick has no verified topics they care about

Media Appearances

Derrick has no verified media appearances

Work History

1-2022
Director Solution Engineering, Australia and New Zealand at Solace
9-2017 - 2-2022
Sales Engineer at Solace
9-2012 - 9-2017
Principal Sales Consultant - Data Integration Solutions at Oracle
4-2008 - 8-2012
Senior Solution Consultant at Progress Software
11-2005 - 4-2008
Managing Consultant at IBM Global Services

Education

1993 - 1996
BSc from The University of Salford

More Information

Social Presence :

Prographics :

Exp : 25 Location : Greater Melbourne Area, Australia Job Level : Mid-senior Designation : Director Solution Engineering, Australia and New Zealand at Solace
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Insights For Selling To Derrick

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Derrick is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Derrick

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Derrick move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Derrick take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Derrick

Personality Compatibility


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