Mark Heck

Questioner
DISC Type : c

Senior Director, Growth & Strategy at General Dynamics Information Technology

Washington DC-Baltimore Area, United States

Overview

Mark has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  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

2-2026
Senior Director, Growth & Strategy at General Dynamics Information Technology
10-2018
WashingtonExec Cyber Workforce Council at WashingtonExec
1-2018
Member Board Of Directors at AOC Washington DC Chapter
8-2017
Technology Committee Member at AFCEA International
3-2017
Dean's Advisory Board, College of Engineering and Computer Science at University of Central Florida

Education

Master of Science from National Defense University
Masters from Florida Institute of Technology

More Information

Social Presence :

Prographics :

Exp : N/A Location : Washington DC-Baltimore Area, United States Job Level : N/A Designation : Senior Director, Growth & Strategy at General Dynamics Information Technology
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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
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

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 depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Mark take some risk or not?

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


You And Mark

Personality Compatibility


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