Dwight Delap

Observer
DISC Type : ic

President- Dwightful Training at Dwightful Training

Mesa, Arizona, United States

Overview

Dwight Delap is the President of Dwightful Training, a Sandler franchise focused on business improvement and sales training. He leverages a deep background in technical leadership, including managing 200 engineers at Harris Corporation and leading software projects for Booz Allen Hamilton. He holds a Masters degree from Webster University and is Sandler Sales Certified.

He has strong ties to Arizona, having earned his Bachelors degree from Arizona State University and now operating his business in the Phoenix area. His extensive prior work on projects for the Veterans Affairs suggests a potential interest in veteran-focused initiatives and causes.

Dwight once managed business development for Harris Corporation across South and Central America.

Personality Overview

Assertive

Value Driven

Curious

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They are generally good communicators and can be hard to convince. They are likely to ask many questions and look heavily for supporting information.

Topics They Care About

Sales Coaching
His focus is on improving sales team performance through effective coaching, emphasizing asking the right questions to guide personal and business growth.
Leadership Development
He has extensive experience leading large technical teams and now trains sales leaders to develop high-performing teams and improve processes.
Customer Retention
He actively shares strategies on how to turn new business wins into long-term partnerships, building trust and strengthening client relationships from day one.

Media Appearances

Meet Our Team | Dwightful Training Inc.. Featured in Sandler (go.sandler.com)

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Dwightful Training Inc. - Sandler. Featured in Sandler (sandler.com)

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Work History

12-2025
President- Dwightful Training at Dwightful Training
9-2021 - 10-2025
Program Manager at Booz Allen Hamilton
10-2019 - 7-2022
Product Manager at Liberty IT Solutions
9-2018 - 10-2019
Engineering Manager at Harris Corporation
10-2015 - 9-2018
Business Development Manager at Harris Corporation

Education

3-1996 - 12-1998
Bachelor's degree from Arizona State University
2006 - 2008
Masters from Webster University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Mesa, Arizona, United States Job Level : N/A Designation : President- Dwightful Training at Dwightful Training
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Insights For Selling To Dwight

During A Call Or A Meeting

DO's

  • Share testimonials from known people and give multiple examples of product value
  • Help them understand the risk aspect fully while inspiring confidence
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dwight is

  • Proven value, strong testimonials are important to them, relationships will have some weightage.
  • Will you ever get a clear answer from Dwight

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Dwight move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Dwight take some risk or not?

  • They evaluate their decisions systematically and are less likely to take risks.

You And Dwight

Personality Compatibility


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