Dustin VanWinkle

Questioner
DISC Type : c

Senior Director CyberSecurity Architecture at ADP

Voorhees, New Jersey, United States

Overview

Dustin has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Dustin has no verified topics they care about

Media Appearances

Dustin has no verified media appearances

Work History

8-2019
Senior Director CyberSecurity Architecture at ADP
1-2016 - 8-2019
Director of Converged Security Architecture at ADP
7-2013 - 1-2016
Manager of Converged Security Architecture at ADP
1-2011 - 7-2013
Converged Security Architect at ADP
7-2009 - 1-2011
Senior Consultant at Akibia

Education

1993 - 1997
BSME from Cornell University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Voorhees, New Jersey, United States Job Level : Senior Designation : Senior Director CyberSecurity Architecture at ADP
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Insights For Selling To Dustin

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • 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 Dustin is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Dustin

  • 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 Dustin move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Dustin take some risk or not?

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


You And Dustin

Personality Compatibility


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