Lance Scholey

Examiner
DISC Type : cs

National Account Executive at Facility Gateway Critical Services

Madison, Wisconsin, United States

Overview

Lance has no verified overview

Personality Overview

Overcautious

Status Quo Seeker

Process Oriented

The only way to convince them is by showing them examples and ample proof.  They are thorough and always follow a systematic approach. Being observant comes to them naturally.

Topics They Care About

Lance has no verified topics they care about

Media Appearances

Lance has no verified media appearances

Work History

1-2025
National Account Executive at Facility Gateway Critical Services
10-2023 - 1-2025
Sr. Account Executive at TDS Telecommunications LLC
3-2022 - 10-2023
Critical Power Business Development Manager at Nationwide Power Solutions, Inc.
9-2020 - 3-2022
Direct Sales Account Executive at Communications Engineering Company (CEC)
1-2018 - 3-2020
Senior Critical Facility Contract Manager at Facility Gateway Corporation

Education

1984 - 1989
Education details unavailable from University of Wisconsin-La Crosse

More Information

Social Presence :

Prographics :

Exp : 7 Location : Madison, Wisconsin, United States Job Level : Middle Designation : National Account Executive at Facility Gateway Critical Services
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Insights For Selling To Lance

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lance is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Lance

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Lance move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Lance take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Lance

Personality Compatibility


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