Matthew Jones

Questioner
DISC Type : c

Account Director at Accela

Charlotte, North Carolina, United States

Overview

Matthew has no verified overview

Personality Overview

Systematic

Price-Sensitive

Value Seeker

They prefer to do thorough analysis of any situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Matthew has no verified topics they care about

Media Appearances

Matthew has no verified media appearances

Work History

7-2024
Account Director at Accela
5-2018
Account Executive at Accela
3-2013 - 3-2018
Account Manager at Esri
2009 - 2013
Property Manager at Norfolk Southern Railroad
2007 - 2009
System Planning Analysts at Norfolk Southern Railroad

Education

2003 - 2007
Bachelor of Science (BS) from Virginia Tech
2008 - 2009
Master of Business Administration (MBA) from Kennesaw State University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Charlotte, North Carolina, United States Job Level : Mid-senior Designation : Account Director at Accela
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

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 some risk if they are confident that they have analyzed the circumstances well.


You And Matthew

Personality Compatibility


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