Lance Duvall

Commander
DISC Type : D

Information Security Content Analyst at Tenable, Inc.

Fort Worth, Texas, United States

Overview

Lance has no verified overview

Personality Overview

Very Quick

Impact-Driven

Strong-Willed

They are not focused on building rapport and relationships.  More than the product, they care about the effectiveness of the product. They like to be in a position where they can control the conversation and terms.

Topics They Care About

Lance has no verified topics they care about

Media Appearances

Lance has no verified media appearances

Work History

8-2017
Information Security Content Analyst at Tenable, Inc.
3-2014 - 8-2017
Nessus Content Engineer at Tenable, Inc.
4-2012 - 2-2014
Senior Research Scientist at McAfee
6-2007 - 4-2012
Research Scientist at McAfee
11-2006 - 6-2007
Quality Assurance Engineer at Citadel Security Software

Education

2011 - 2013
Master from Texas Christian University - M.J. Neeley School of Business
2000 - 2005
Bachelor from Texas Tech University - Whitacre College of Engineering

More Information

Social Presence :

Prographics :

Exp : 20 Location : Fort Worth, Texas, United States Job Level : Mid-senior Designation : Information Security Content Analyst at Tenable, Inc.
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Insights For Selling To Lance

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Objectively showcase the impact that your product creates
  • Make sure that you circle back fast on any action items, it wins their trust

DONT's

  • Don’t take too much time in sending them information if they ask for any
  • Do not back off when challenged, respond with a confident, objective answer instead
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lance is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Lance

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Lance move?

  • They can take decisions very fast if you manage to convince them.
  • Can Lance take some risk or not?

  • The risks don’t matter much to them.

You And Lance

Personality Compatibility


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