Matthew Frazier

Questioner
DISC Type : c

Chief Revenue Officer at Cigent Technology, Inc.

Brentwood, Tennessee, United States

Overview

Matthew has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Matthew has no verified topics they care about

Media Appearances

Matthew has no verified media appearances

Work History

8-2023
Chief Revenue Officer at Cigent Technology, Inc.
8-2022 - 8-2023
Vice President of Sales Americas/APJ at Semarchy
8-2019 - 8-2022
Dell Security Solutions Regional Sales Director at Dell
8-2013
Security Account Executive at Dell Technologies
4-2010 - 8-2013
Mergers & Acquisitions - Outside Account Exec/Sales Integration at Dell Technologies

Education

2001 - 2004
Bachelor of Business Administration (B.B.A.) from Middle Tennessee State University (MTSU)

More Information

Social Presence :

Prographics :

Exp : 22 Location : Brentwood, Tennessee, United States Job Level : Leadership Designation : Chief Revenue Officer at Cigent Technology, Inc.
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Matthew take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Matthew

Personality Compatibility


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