Matt McDarby

Evaluator
DISC Type : DCS

Program Director at Fitzgerald Auto Mall

Gaithersburg, Maryland, United States

Overview

Matt McDarby is a seasoned sales leader, author, and founder of United Sales Resources, where he created the Sales Leaders Operating System™. He focuses on training and coaching sales managers to enhance performance. With a BA from the University of Delaware, people he has mentored describe him as thoughtful, diagnostic, and thorough.

Originally passionate about writing, Matt entered the sales world to pay off student loans. He considers himself an introvert who grew into his sales career by observing great salespeople. He is inspired by his fathers quiet confidence and high integrity, modeling his own leadership style after him.

He has authored three books on sales leadership, with a fourth expected in 2025, focusing on virtuous leadership and talent development.

Personality Overview

Quality Focused

Fast But Analytical

Thorough Evaluator

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Sales Leadership
Founder of a company focused on sales leadership training and creator of the "Sales Leaders Operating System™". He has authored multiple books on the topic.
Talent Development
His professional headline and work focus on developing talent within sales organizations, specifically coaching frontline managers and leaders of leaders to improve performance.
AI in Sales
In recent podcasts from 2025, he frequently discusses how AI is transforming sales leadership, team performance, and the need for leaders to adapt to new tools.

Media Appearances

Matt has no verified media appearances

Work History

8-2025
Program Director at Fitzgerald Auto Mall
1-2010
President and Founder at United Sales Resources, LLC
1-2010 - 12-2019
Chief Sales Officer (Fractional VP Sales, CSO, Head of Revenue) at United Sales Resources, LLC
4-2025 - 6-2025
Chair, Peer Advisory Board at Vistage Worldwide, Inc.
9-2021 - 6-2025
Advisory Board Member - Professional Selling and Sales Management, Lerner College at University of Delaware

Education

1989 - 1992
BA from University of Delaware
1988 - 1989
Transfer to UD from Pace University - Lubin School of Business

More Information

Social Presence :

Prographics :

Exp : 15 Location : Gaithersburg, Maryland, United States Job Level : Mid-senior Designation : Program Director at Fitzgerald Auto Mall
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Insights For Selling To Matt

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matt is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Matt

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Matt move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Matt take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Matt

Personality Compatibility


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