Mark McClure

Observer
DISC Type : ic

CTO and Executive VP at Systems & Technology Research

Concord, Massachusetts, United States

Overview

Mark has no verified overview

Personality Overview

Curious

Value Driven

Assertive

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They ask a lot of questions and rely heavily on information and collaterals.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

10-2019
CTO and Executive VP at Systems & Technology Research
7-2011 - 10-2019
Senior Vice President at Systems & Technology Research
8-2009 - 6-2011
VP and Director of Sensors and Signal Processing at SET Corporation (an SAIC subsidiary)
8-2005 - 7-2009
Program Manager at DARPA
Program Manager at Defense Advanced Research Projects Agency (DARPA)

Education

1995 - 1998
Ph.D. from Duke University
1991 - 1992
M.S. from New York University - Polytechnic School of Engineering

More Information

Social Presence :

Prographics :

Exp : 20 Location : Concord, Massachusetts, United States Job Level : Leadership Designation : CTO and Executive VP at Systems & Technology Research
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Persuade objectively how your product will help them achieve their goals
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

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

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They like to analyze well and then make their decisions.
  • Can Mark take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Mark

Personality Compatibility


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