Mark Lay

Questioner
DISC Type : c

Vice President, CIO at Noblis

McLean, Virginia, United States

Overview

Mark has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to do thorough analysis of any situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

3-2024
Vice President, CIO at Noblis
3-2015 - 3-2024
Solution Executive & Deputy Chief Information Officer at Noblis
10-2009 - 3-2015
Director at Noblis
6-2019
Board Member - Information Technology Policy Advisory Committee (ITPAC) at Fairfax County Government
6-2003 - 6-2005
Director of Consulting at CGI-AMS

Education

2-2021 - 5-2021
Product Management Studio from University of California, Berkeley, Haas School of Business
BS from University of Virginia

More Information

Social Presence :

Prographics :

Exp : 32 Location : McLean, Virginia, United States Job Level : Leadership Designation : Vice President, CIO at Noblis
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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
  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • 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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