Doug Horton

Questioner
DISC Type : c

Vice President Distribution Rates & Regulatory Requirements at Eversource Energy

United States

Overview

Doug has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Cautious & Analytical

They prefer to do thorough analysis of any situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Doug has no verified topics they care about

Media Appearances

Doug has no verified media appearances

Work History

12-2018
Vice President Distribution Rates & Regulatory Requirements at Eversource Energy
2-2015 - 12-2018
Director Revenue Requirements - MA at Eversource Energy
11-2012 - 1-2015
Manager Revenue Requirements -MA at Eversource Energy
3-2010 - 11-2012
Project Manager at NSTAR
8-2007 - 3-2010
Senior Financial Analyst at NSTAR

Education

MBA from Bentley College
1999 - 2003
Bachelor's degree from Bentley College

More Information

Social Presence :

Prographics :

Exp : 20 Location : United States Job Level : Senior Designation : Vice President Distribution Rates & Regulatory Requirements at Eversource Energy
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Insights For Selling To Doug

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Doug is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Doug

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Doug move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Doug take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Doug

Personality Compatibility


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