Earl Matthews, Maj Gen, USAF (Ret)

Inquirer
DISC Type : cd

Managing Director, Cloud and Mandiant Consulting Programs at Google

Palm Beach Gardens, Florida, United States

Overview

Earl has no verified overview

Personality Overview

Upfront

ROI Conscious

Demanding

They care equally about the product and its potential impact.  They respond well to confident salespeople. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Earl has no verified topics they care about

Media Appearances

Earl has no verified media appearances

Work History

9-2022
Managing Director, Cloud and Mandiant Consulting Programs at Google
7-2019 - 9-2022
Vice President Strategy at Mandiant (now part of Google Cloud)
2-2018 - 7-2019
Chief Strategy Officer at Verodin, Inc. (Acquired by FireEye/Mandiant)
4-2017 - 1-2018
Vice President and General Manager at DXC Technology (Merger with HPE)
1-2015 - 3-2017
Vice President Enterprise Security Solutions at Hewlett-Packard (HP and HPE)

Education

Education details unavailable from NACD - "Battlefield to the Boardroom"
Certificate Program for Executives in Logistics and Technology from The University of North Carolina at Chapel Hill

More Information

Social Presence :

Prographics :

Exp : N/A Location : Palm Beach Gardens, Florida, United States Job Level : N/A Designation : Managing Director, Cloud and Mandiant Consulting Programs at Google
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Insights For Selling To Earl

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Refer to testimonials from others in similar positions
  • Stress on the business value that your product offers

DONT's

  • Refrain from asking too many questions
  • Avoid long winding pitches, stay objective
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Earl is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Earl

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Earl move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Earl take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Earl

Personality Compatibility


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