Duncan Diuguid

Examiner
DISC Type : sc

Managing Director, Head of Global Sales at ISS-Corporate

Rockville, Maryland, United States

Overview

Duncan has no verified overview

Personality Overview

Overcautious

Late Adopter

Process Oriented

The only way to convince them is by showing them examples and ample proof.  They do not like taking risks at all and go for proven options in the end. Being observant comes to them naturally.

Topics They Care About

Duncan has no verified topics they care about

Media Appearances

Duncan has no verified media appearances

Work History

2-2002
Managing Director, Head of Global Sales at ISS-Corporate
1-1994 - 12-2001
Director of Sales & Services at Phillips Publishing
AE at Nestle

Education

Bachelor of Arts from Denison University
Education details unavailable from whitman HS

More Information

Social Presence :

Prographics :

Exp : 31 Location : Rockville, Maryland, United States Job Level : Mid-senior Designation : Managing Director, Head of Global Sales at ISS-Corporate
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Insights For Selling To Duncan

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Be firm in your communication and stay in control
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Duncan is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Duncan

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Duncan move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Duncan take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Duncan

Personality Compatibility


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