Matthew Dalton

Questioner
DISC Type : c

Chief Information Security Officer at George Mason University

Fairfax, Virginia, United States

Overview

Matthew has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. They prefer to fully evaluate every situation.

Topics They Care About

Matthew has no verified topics they care about

Media Appearances

Matthew has no verified media appearances

Work History

5-2025
Chief Information Security Officer at George Mason University
9-2019 - 3-2022
Interim Director of Research Computing at University of Massachusetts Amherst
9-2019 - 6-2021
Interim Director of Instructional Innovation and Technology at University of Massachusetts Amherst
10-2015 - 12-2024
Chief Information Security Officer at University of Massachusetts Amherst
9-2007 - 10-2015
Director, Information Security at Ohio University

Education

2003 - 2005
Masters of Science from Norwich University
1992 - 1997
BS from Alderson Broaddus University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Fairfax, Virginia, United States Job Level : Leadership Designation : Chief Information Security Officer at George Mason University
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Matthew

  • 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 Matthew move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Matthew take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Matthew

Personality Compatibility


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