James Lane

Inspirer
DISC Type : id

Senior Manager - New Seller Development Site Lead at Dell Technologies

Killeen, Texas, United States

Overview

James is a strategic sales leader with 25 years of experience, specializing in enterprise technology. He co-led a Fortune 25 initiative at Dell Technologies that hired and onboarded nearly 2, 650 sales reps, managing the 16-person enablement team that executed the program. He is certified in Social Selling Mastery™.

Outside of his corporate role, James has demonstrated leadership within his community. He served for three years on the board of a Young Professionals group, including one year as its President, where he was described as an instrumental leader in organizing successful fundraisers.

He helped design and run a seller development program that scaled to nearly 2, 650 representatives in just three years.

Personality Overview

Generous

Fast Adopter

Decisive

They don’t mind taking a stand if they believe in something.  They measure a product on its merit but can be influenced by strong testimonials. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

Seller Development
He specializes in architecting large-scale seller development programs and co-led an initiative that onboarded almost 2, 650 new reps at Dell Technologies.
Sales Enablement
He built and led a 16-person enablement team, managed all training content creation, and drove the strategic vision for a major seller development program.
Leadership Coaching
His focus includes coaching high-EQ teams to exceed performance benchmarks and developing frontline managers to lead new sales teams effectively.

Media Appearances

James has no verified media appearances

Work History

2-2024
Senior Manager - New Seller Development Site Lead at Dell Technologies
2-2023 - 2-2024
Federal Account Manager at Dell Technologies
8-2021 - 2-2023
Sales Manager - New Seller Development at Dell Technologies
1-2014 - 3-2017
Account Executive at New Horizons Computer Learning Centers
8-2010 - 1-2014
Sales Associate at Dynamic Designs

Education

James has no verified education history

More Information

Social Presence :

Prographics :

Exp : 21 Location : Killeen, Texas, United States Job Level : Senior Designation : Senior Manager - New Seller Development Site Lead at Dell Technologies
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Acknowledge their status and position during the conversation
  • Keep your pitch focused on the impact but insert some anecdotes into it
  • Focus on the big picture and the strategic value of your product

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't be unorganized, be prepared for the pitch
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from James

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will James move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can James take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And James

Personality Compatibility


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