Gary Young

Evaluator
DISC Type : dcs

Senior Vice President of Global Sales at Softdocs

United States

Overview

Gary has no verified overview

Personality Overview

Thorough Evaluator

Fast But Analytical

Quality Focused

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Gary has no verified topics they care about

Media Appearances

Gary has no verified media appearances

Work History

Senior Vice President of Global Sales at Softdocs
Adjunct Professor and Board Member - Data Analytics and MBA Programs at Appalachian State University
Executive Vice President of Sales at Plotly
Global VP Global Sales and Services at TIBCO
4-2012 - 3-2014
Head of Business Analytics and Operations at Adobe

Education

1991 - 1993
CPA from Appalachian State University
1996 - 1998
Master of Business Administration (MBA) from Naveen Jindal School of Management, UT Dallas

More Information

Social Presence :

Prographics :

Exp : 1 Location : United States Job Level : Leadership Designation : Senior Vice President of Global Sales at Softdocs
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Showcase your competitive superiority clearly when possible or address it at the minimum

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Gary

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Gary take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Gary

Personality Compatibility


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