Don Norton

Commander
DISC Type : D

Director, Software Development at Rackspace Technology

United States

Overview

Don has no verified overview

Personality Overview

Decisive

Impact-Driven

Strong-Willed

They like to move fast and expect the same from others.  More than the product, they care about the impact of the product. They prefer to be the ones controlling the conversation or defining the terms.

Topics They Care About

Don has no verified topics they care about

Media Appearances

Don has no verified media appearances

Work History

7-2022
Director, Software Development at Rackspace Technology
8-2016 - 7-2022
Senior Software Development Manager at Rackspace Technology
1-2011 - 4-2016
Operations Engineering Manager at Workday
4-2007 - 1-2011
Software Engineering Manager at Hewlett-Packard
6-2003 - 4-2007
Director of Engineering at PolyServe, Inc.

Education

1996 - 1997
Computer Science from Oregon Graduate Institute
1980 - 1984
Bachelor of Science from Oregon Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 40 Location : United States Job Level : Mid-senior Designation : Director, Software Development at Rackspace Technology
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Insights For Selling To Don

During A Call Or A Meeting

DO's

  • Speak about competitive differentiation that your product offers
  • Be respectful but crisp
  • Objectively showcase the impact that your product creates

DONT's

  • Avoid being too verbose
  • Don't try too hard to forge relationships with them
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Don is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Don

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Don move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Don take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Don

Personality Compatibility


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