Malcolm Smith, MA

Initiator
DISC Type : Di

SVP Global Markets, Chief Trade and Product Development Officer at Brand USA

Greater Tampa Bay Area, United States

Overview

Malcolm has no verified overview

Personality Overview

Friendly Challenger

Risk-Accepting

Confident

They usually prefer to drive the conversation.  They measure a product on its merit but can be influenced by strong testimonials. They don’t mind taking a stand if they believe in something.

Topics They Care About

Malcolm has no verified topics they care about

Media Appearances

Malcolm has no verified media appearances

Work History

10-2024
SVP Global Markets, Chief Trade and Product Development Officer at Brand USA
1-2024
Principal at Suncoast Global Strategy, LLC
6-2009 - 11-2023
Senior Vice President Business Development at U.S. Travel Association
Area Director of Sales And Marketing at Kimpton Hotels & Restaurants
1-2002 - 5-2005
Director of Sales and Marketing at Hospitality Partners

Education

Bachelor of Business Administration - BBA from Texas Tech University
Master of Arts - MA from St. Mary's University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Greater Tampa Bay Area, United States Job Level : Leadership Designation : SVP Global Markets, Chief Trade and Product Development Officer at Brand USA
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Insights For Selling To Malcolm

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but insert some anecdotes into it
  • Clearly address the competitive aspects
  • Acknowledge their status and position during the conversation

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 be very informal even if they are being so themselves

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Malcolm is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Malcolm

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Malcolm move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Malcolm take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Malcolm

Personality Compatibility


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