Marc Barbeau

Evaluator
DISC Type : sdc

Senior Account Executive at EDB

McLean, Virginia, United States

Overview

Marc has no verified overview

Personality Overview

Fast But Analytical

Thorough Evaluator

Hard To Convince

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Marc has no verified topics they care about

Media Appearances

Marc has no verified media appearances

Work History

2-2025
Senior Account Executive at EDB
1-2021
Account Executive at Red Hat
4-2019 - 12-2020
Senior Account Executive at Gartner
9-2010 - 3-2019
Account Executive at Presidio
3-2006 - 9-2010
Account Executive at ePlus

Education

Bachelor of Arts from West Virginia University

More Information

Social Presence :

Prographics :

Exp : 20 Location : McLean, Virginia, United States Job Level : N/A Designation : Senior Account Executive at EDB
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Insights For Selling To Marc

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marc is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Marc

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Marc move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Marc take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Marc

Personality Compatibility


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