Donncha Kavanagh

Inquirer
DISC Type : cd

Professor of Information & Organisation at University College Dublin

Ireland

Overview

Donncha has no verified overview

Personality Overview

ROI Conscious

Judgemental

Demanding

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Donncha has no verified topics they care about

Media Appearances

Donncha has no verified media appearances

Work History

4-2013
Professor of Information & Organisation at University College Dublin
4-2012 - 4-2013
Dean of Commerce at University College Cork, Ireland (UCC)
2-2003 - 4-2013
Senior Lecturer in Management at University College Cork
8-1990 - 2-2003
Lecturer in Management at University College Cork, Ireland (UCC)
6-1989 - 8-1990
Senior Project Controller at Jacobs International

Education

1992 - 1999
PhD from Lancaster University
1982 - 1984
MSc from Missouri University of Science and Technology

More Information

Social Presence :

Prographics :

Exp : N/A Location : Ireland Job Level : N/A Designation : Professor of Information & Organisation at University College Dublin
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Insights For Selling To Donncha

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Tell them that you are there to help them create visible impact within their organization
  • Make sure that they have the necessary authority, they could present false stature sometimes

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Refrain from asking too many questions
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Donncha is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Donncha

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Donncha move?

  • Their decision making speed is somewhere in the middle.
  • Can Donncha take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Donncha

Personality Compatibility


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