Mark Gustafson

Enigma
DISC Type : icd

Principal at Deloitte

Los Angeles, California, United States

Overview

Mark has no verified overview

Personality Overview

Fast Follower

Friendly Yet Blunt

Persuasive & Assertive

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

8-2025
Principal at Deloitte
3-2019 - 8-2025
Senior Manager at Deloitte
3-2015 - 3-2019
Manager at Deloitte
1-2013 - 3-2015
Senior Consultant at Deloitte
9-2010 - 12-2012
Associate at Booz Allen Hamilton

Education

2000 - 2004
BS from Elon University

More Information

Social Presence :

Prographics :

Exp : 21 Location : Los Angeles, California, United States Job Level : Senior Designation : Principal at Deloitte
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Mark

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Mark take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Mark

Personality Compatibility


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