Duncan Keysell

Questioner
DISC Type : c

Technical Leader at Cisco Systems

London, England, United Kingdom

Overview

Duncan has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Value Seeker

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

Topics They Care About

Duncan has no verified topics they care about

Media Appearances

Duncan has no verified media appearances

Work History

4-2011
Technical Leader at Cisco Systems
10-2007 - 4-2011
Software Engineer at Cisco Systems
11-2006 - 10-2007
Senior Consultant at Tigerstripe Software
11-2006
Subject Matter Expert at Mycom International
Systems Engineer at WatchMark (now called Vallent)

Education

1993 - 1997
M.Eng(Hons) from Durham University
1995 - 1997
High School from Loughborough Grammar School

More Information

Social Presence :

Prographics :

Exp : 22 Location : London, England, United Kingdom Job Level : Senior Designation : Technical Leader at Cisco Systems
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Insights For Selling To Duncan

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Duncan 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 Duncan

  • 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 Duncan move?

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

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


You And Duncan

Personality Compatibility


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