Mark Lafferty

Pioneer
DISC Type : SID

Director Of Federal Sales at CDW•G

Naperville, Illinois, United States

Overview

Mark is a results-driven sales executive at CDW-G, leading federal sales strategy for the Navy, USMC, and System Integrators. An expert business planner with a long and successful tenure at CDW, he was instrumental in driving significant revenue and team growth. He holds a Bachelor of Arts from the University of Illinois.

Outside of his primary role, Mark is an active member of the Chicago business community, having served as a Co-Chair of The Executives Club of Chicagos Technology Committee. He is passionate about fostering a positive company culture, celebrating values like collaboration, diversity, and respect within his organization.

He played a key role in CDWs expansion from 680 to over 6, 700 employees, helping drive sales from $60 million to over $2 billion.

Personality Overview

Friendly But Fast

Decisive But Friendly

Driven But Considerate

If they are convinced, they can become very strong champions for your product  They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Federal IT Sales
As Director of Federal Sales, he leads sales and services for the Navy, USMC, and System Integrators, and writes on topics like GenAI security for federal agencies.
Data Center Strategy
Previously served as Director of Data Center Solutions at CDW, focusing on virtualization, cloud computing, security, and data center optimization for customers.
Leadership & Culture
Praised for creating a "winning culture" and instilling loyalty in his teams. He publicly champions his company's values of collaboration, diversity, and respect.

Media Appearances

Mark has no verified media appearances

Work History

8-2020
Director Of Federal Sales at CDW•G
8-2020
Director, Data Center Solutions at CDW
Area Sales Director at CDW
Sales Manager at CDW

Education

1992 - 1997
Bachelor of Arts from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 5 Location : Naperville, Illinois, United States Job Level : Mid-senior Designation : Director Of Federal Sales at CDW•G
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Ask them for a lunch or coffee once some rapport has been established
  • Showcase existing customers and use case-studies to grab their attention
  • During followups, use calls or text if needed, they should be fine

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t hesitate from asking questions or pushing them, but take a formal approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Mark

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They are generally fast movers and can take quick decisions
  • Can Mark take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Mark

Personality Compatibility


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