James Adair

Evaluator
DISC Type : Csd

Information Security Engineer at Bentley Systems

Newark, Delaware, United States

Overview

James has no verified overview

Personality Overview

Fast But Analytical

Quality Focused

Thorough Evaluator

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

Topics They Care About

James has no verified topics they care about

Media Appearances

James has no verified media appearances

Work History

2-2020
Information Security Engineer at Bentley Systems
4-2017 - 2-2020
Sr. Security Engineer at DXC Technology
4-2011 - 2-2020
Lead Security Engineer at CSC
Elder at New Castle Presbyterian Church
6-1995 - 6-1997
Desktop Technician at DuPont

Education

1980 - 1982
Education details unavailable from University of Delaware
Education details unavailable from William Penn

More Information

Social Presence :

Prographics :

Exp : 16 Location : Newark, Delaware, United States Job Level : Mid-senior Designation : Information Security Engineer at Bentley Systems
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

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

  • 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 James move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can James 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 James

Personality Compatibility


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