Don Cerny

Observer
DISC Type : ic

Senior Manager Software Development and Delivery at Computer Sciences Corporation

Rockville, Maryland, United States

Overview

Don has no verified overview

Personality Overview

Value Driven

Assertive

Example Seeker

They are generally good communicators and can be hard to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They ask a lot of questions and rely heavily on information and collaterals.

Topics They Care About

Don has no verified topics they care about

Media Appearances

Don has no verified media appearances

Work History

7-2011
Senior Manager Software Development and Delivery at Computer Sciences Corporation
1-2007 - 7-2011
Senior Manager Automation and Process at Computer Sciences Corporation
11-1997 - 1-2007
Principal Computer Scientist (Technical Director) at Computer Sciences Corporation
Manager Software Development at DynCorp, DTSI
Project Manager at Dyncorp

Education

2000 - 2005
BS from University of Maryland Global Campus
1985 - 1990
MS from University of Maryland Global Campus

More Information

Social Presence :

Prographics :

Exp : 28 Location : Rockville, Maryland, United States Job Level : Middle Designation : Senior Manager Software Development and Delivery at Computer Sciences Corporation
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Insights For Selling To Don

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger 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 try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Don is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Don

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Don move?

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

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

You And Don

Personality Compatibility


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