Matt Cotter

Examiner
DISC Type : sc

Chief Executive Officer at PairSoft

Oak Park, Illinois, United States

Overview

Matt has no verified overview

Personality Overview

Status Quo Seeker

Tough To Convince

Process Oriented

They are always well-planned and adopt a systematic approach.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. Being observant comes to them naturally.

Topics They Care About

Matt has no verified topics they care about

Media Appearances

Matt has no verified media appearances

Work History

4-2021
Chief Executive Officer at PairSoft
4-2022 - 12-2024
Member Board Of Directors at Class Valuation
12-2018 - 4-2021
Executive Vice President at Altus Group
6-2014 - 4-2021
Member Board of Directors at Verafin
12-2014 - 7-2018
President, CEO at ExactBid, Inc.

Education

1991 - 1995
A.B. from Duke University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Oak Park, Illinois, United States Job Level : Leadership Designation : Chief Executive Officer at PairSoft
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Insights For Selling To Matt

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matt is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Matt

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Matt move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Matt take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Matt

Personality Compatibility


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