Mark Buchheit

Questioner
DISC Type : c

Area Vice President at Optiv

Woodstock, Georgia, United States

Overview

Mark has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

3-2023
Area Vice President at Optiv
2-2020 - 3-2023
Client Solutions Director at Optiv
11-2019 - 2-2020
Solutions Engineering at BeyondTrust
2-2016 - 9-2019
Sr Manager at FireEye, Inc.
4-2015 - 2-2016
Technical Sales Director at Symantec

Education

1989 - 1993
Bachelor of Science (BS) from Auburn University
1985 - 1989
Education details unavailable from Dunwoody

More Information

Social Presence :

Prographics :

Exp : 12 Location : Woodstock, Georgia, United States Job Level : Senior Designation : Area Vice President at Optiv
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Mark

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Mark take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Mark

Personality Compatibility


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