Mark White

Enthusiast
DISC Type : i

Head of Strategy and Architecture at Quilter

Southampton, England, United Kingdom

Overview

Mark has no verified overview

Personality Overview

Consensus Focused

Optimistic

Amiable & Agreeable

They are generally friendly, so be careful when relying on their word.  Unlike D or C types, they are convinced more by stories and testimonials. They are more about building relationships than just cutting deals.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

1-2019
Head of Strategy and Architecture at Quilter
8-2013
Head of IT Architecture at Old Mutual Wealth
1-2012
Head of Applicaton & Data Architecture at Skandia
3-2010
Principal Enterprise Architect at Old Mutual Wealth Management
10-2007 - 3-2010
Senior Enterprise Architect at Old Mutual Wealth Management

Education

1997 - 2001
(BSc) Software Engineering Management from Bournemouth University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Southampton, England, United Kingdom Job Level : Mid-senior Designation : Head of Strategy and Architecture at Quilter
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Give them the opportunity to lead the conversation where possible
  • Compliment them about their personality if you get a chance
  • Ask them how their day is going or exchange some other pleasantries

DONT's

  • Don’t be excessively objective, be like a storyteller with them
  • Don't be critical or challenge them openly, they can react defensively
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Mark

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Mark take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Mark

Personality Compatibility


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