Greg Henderson

Questioner
DISC Type : c

Mid-Atlantic Sales Manager at CDW•G

Greater Roanoke Area, United States

Overview

Greg Henderson is the Mid-Atlantic Sales Manager for Higher Education at CDW•G, specializing in networking and security solutions. A graduate of Virginia Techs Pamplin College of Business, he has an extensive track record in the education sector. People often describe him as knowledgeable, professional, and dedicated to client needs.

While his public profile is focused on his professional life, his Virginia-based career and education at Virginia Tech suggest a strong connection to the local community and its activities. He is an established expert and a consistent presence in the regional education technology landscape.

He is slated to co-present a fireside chat on personalized AI tutors in higher education at the ACCS-VA 2026 conference.

Personality Overview

Price-Sensitive

Value Seeker

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

AI in Education
He holds an NVIDIA AI Advisor certification and is speaking at a 2026 conference about leveraging AI for personalized student tutoring with the University of Lynchburg.
Higher Ed Tech
His entire role is dedicated to managing technology sales for the Higher Education sector in the Mid-Atlantic region for CDW•G.
IT Infrastructure Costs
He recently posted on social media, advising clients to be aware of rising computer and server costs driven by AI technology advancements.

Media Appearances

Greg has no verified media appearances

Work History

12-2021
Mid-Atlantic Sales Manager at CDW•G
5-2021
Advanced Technology Account Executive at CDW•G
4-2018 - 5-2021
Field Account Executive at CDW•G
2-2015 - 2018
Regional Sales Manager at ABS Technology
10-2011 - 2-2015
Senior, Account Manager at ABS Technology

Education

1990 - 1993
BS from Virginia Tech - Pamplin College of Business
1987 - 1990
Bachelor of Business Administration (BBA) from New River Community College

More Information

Social Presence :

Prographics :

Exp : 38 Location : Greater Roanoke Area, United States Job Level : Middle Designation : Mid-Atlantic Sales Manager at CDW•G
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Insights For Selling To Greg

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Greg 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 Greg

  • 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 Greg move?

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

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

You And Greg

Personality Compatibility


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