Gavin Middleton

Questioner
DISC Type : c

Chief Operating Officer at Cumming Group

New York City Metropolitan Area, United States

Overview

Gavin has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to fully evaluate every situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Gavin has no verified topics they care about

Media Appearances

Gavin has no verified media appearances

Work History

4-2024
Chief Operating Officer at Cumming Group
1-2023 - 4-2024
Chief Executive Officer at Lehrer Cumming
8-2016 - 12-2022
Chief Operating Officer at Lehrer Cumming
11-2010 - 6-2016
Senior Vice President at Starwood Capital Group
2009 - 2010
Principal at Caledonian Resources, Inc.

Education

1987 - 1991
Bachelor of Science (B.Sc.) from Glasgow Caledonian University
Education details unavailable from Lenzie Academy

More Information

Social Presence :

Prographics :

Exp : 32 Location : New York City Metropolitan Area, United States Job Level : Leadership Designation : Chief Operating Officer at Cumming Group
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Insights For Selling To Gavin

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gavin is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Gavin

  • 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 Gavin move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Gavin take some risk or not?

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

You And Gavin

Personality Compatibility


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