James Deckard

Sharpshooter
DISC Type : DC

Sr. Performance Manager/Strategic Sales/Trainer/Onboarding at Cox Automotive Inc./Xtime

Little Elm, Texas, United States

Overview

James is a senior revenue leader with extensive experience in sales management, customer success, and onboarding, primarily within the automotive technology sector at Cox Automotive. Colleagues describe him as action-oriented, detail-oriented, and self-motivated, with deep expertise in sales processes and client retention.

Based on his activities, James appears to be a person who deeply values integrity, patriotism, and personal connections. He publicly expresses gratitude for military service and mourns the loss of friends, suggesting a strong sense of community and character.

He has achieved multiple certifications for a wide array of automotive software products, including Dealertracks F&I, SalesMaker, and Digital Retailing solutions.

Personality Overview

ROI Driven

Fast But Analytical

Thorough Evaluator

They like to stay in control of the negotiation or defining of the terms.  They prefer to move quickly, and expect the same from others. They are less concerned about the product and more about its potential impact.

Topics They Care About

Automotive Sales Tech
His entire career is focused on managing and selling automotive software solutions for various divisions of Cox Automotive, from Xtime to Dealertrack.
Client Onboarding
A core function of his roles involves overseeing client retention through comprehensive training and onboarding on complex operating systems and marketing tools.
Sales Leadership
His headline and experience highlight a focus on sales management, team building, and revenue leadership, shaping and training effective sales teams.

Media Appearances

James has no verified media appearances

Work History

10-2013
Sr. Performance Manager/Strategic Sales/Trainer/Onboarding at Cox Automotive Inc./Xtime
10-2013
Digital Consultant/Sr. Performance Manager/CoachTrainer/Strategic Sales/ at Cox Automotive Inc./Dealer.Com
10-2013
Digital Consultant/Sr. Customer Success Manager, Trainer/Strategic Sales at Cox Automotive Inc./Dealer.Com
10-2013
Sales Engineer/Product Trainer/Performance Specialist/strategic Sales at Cox Automotive Inc./Dealertrack
10-2013
Market Manager-Texas/External Product Trainer/Performance Specialist/Srategic Sales at Cox Automotive Inc./DealerMatch

Education

High School Diploma from Wylie High School
1989 - 1990
1 year computer technology completed from ITT Garland

More Information

Social Presence :

Prographics :

Exp : 12 Location : Little Elm, Texas, United States Job Level : Middle Designation : Sr. Performance Manager/Strategic Sales/Trainer/Onboarding at Cox Automotive Inc./Xtime
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Speak about competitive differentiation that your product offers
  • Make sure that you circle back fast on any action items, it wins their trust
  • Help them weigh the risks by sharing objective proof points without becoming too analytical

DONT's

  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Don’t be in a rush to invite them for a social meet and greet
  • Do not spend too much time focusing on product tech or features

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from James

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will James move?

  • If convinced, they can reach decisions quite fast.
  • Can James take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And James

Personality Compatibility


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