Doug Cowles

Captain
DISC Type : DS

Territory Manager at PRAXAIR DISTRIBUTION INC

Grand Rapids, Michigan, United States

Overview

Doug is a results-focused Territory Manager with a history of managing multi-million dollar account portfolios and achieving top 1% performance awards. He is a collaborative leader with experience growing business relationships and implementing personalized solutions for clients. He attended Muskegon Community College.

He is a dedicated team leader who values mentorship, communication, and showing appreciation for his colleagues. Doug is family-oriented, having taken his daughter on tours of his accounts. He demonstrates a hands-on approach by working alongside his team to understand their challenges.

To improve team communication, he started making a weekly team breakfast, attributing the need for it to his own self-admitted "lack of attention to detail. "

Personality Overview

Decisive But Calm

Consummate Professional

Long-Term Thinker

They exhibit a rare combination of being result-oriented but patient at the same time.  Reading between the lines and seeing beyond your words comes naturally to them. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

Collaborative Problem-Solving
Shared a specific example of working with colleagues and vendors to find an innovative welding solution for a client's critical project.
Team Mentorship
Celebrates the long tenure of colleagues who mentored him and has experience coaching and developing teams of over 40 people in previous roles.
Leadership & Humility
Initiated team breakfasts to improve communication, openly acknowledging that many early challenges were due to his own self-admitted shortcomings.

Media Appearances

Doug has no verified media appearances

Work History

5-2016
Territory Manager at PRAXAIR DISTRIBUTION INC
2011 - 5-2016
Territory Sales Manager at Grainger
4-2009 - 11-2013
Assistant Manager at SpartanNash

Education

Education details unavailable from Muskegon Community College

More Information

Social Presence :

Prographics :

Exp : 17 Location : Grand Rapids, Michigan, United States Job Level : Middle Designation : Territory Manager at PRAXAIR DISTRIBUTION INC
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Insights For Selling To Doug

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't take their patience for granted, avoid long-winding sermons
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Doug is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Doug

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Doug move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Doug take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Doug

Personality Compatibility


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