J Zucchetto

Critic
DISC Type : C

Director of Technical Pre-Sales Engineering at Gage Technologies

Spokane, Washington, United States

Overview

J has no verified overview

Personality Overview

Negotiator

Objective Thinker

Precise

They like to do things independently and don’t look for support from others.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

J has no verified topics they care about

Media Appearances

J has no verified media appearances

Work History

6-2026
Director of Technical Pre-Sales Engineering at Gage Technologies
7-2025 - 6-2026
Channel Customer Engineer at Avaya
3-2013 - 7-2025
Dir of Technical Sales at Cerium Networks
10-2012 - 7-2025
Senior Solutions Architect at Cerium Networks
2000 - 2012
Senior Solutions Architect at Avaya

Education

1984 - 1985
Communications from Eastern Washington University
1980 - 1983
AA from Spokane Colleges

More Information

Social Presence :

Prographics :

Exp : 34 Location : Spokane, Washington, United States Job Level : Mid-senior Designation : Director of Technical Pre-Sales Engineering at Gage Technologies
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Insights For Selling To J

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Be ready for penetrating questions and critical examination of your pitch
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with J is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from J

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will J move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can J take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And J

Personality Compatibility


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