Frank Balcavage

Questioner
DISC Type : c

Co-Founder at First Derivative Capital

Bethlehem, Pennsylvania, United States

Overview

Frank has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

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

Topics They Care About

Frank has no verified topics they care about

Media Appearances

Frank has no verified media appearances

Work History

4-2021
Co-Founder at First Derivative Capital
6-2020
Mathway Founder at Chegg Inc.
9-2006 - 6-2020
President & Co-Founder at Mathway
2001 - 2006
Software Developer at Agere Systems Inc

Education

1997 - 2001
BS from Lehigh University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Bethlehem, Pennsylvania, United States Job Level : Leadership Designation : Co-Founder at First Derivative Capital
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Insights For Selling To Frank

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frank 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 Frank

  • 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 Frank move?

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

  • Can Frank take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Frank

Personality Compatibility


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