Matthew Wallace, MBA

Inquirer
DISC Type : dc

Senior Director, Compensation at Navient

Raleigh, North Carolina, United States

Overview

Matthew has no verified overview

Personality Overview

Hard To Convince

Upfront

ROI Conscious

They don’t always try to control the conversation but neither do they like yielding it fully.  They care equally about the product and its potential impact. They respond well to confident salespeople.

Topics They Care About

Matthew has no verified topics they care about

Media Appearances

Matthew has no verified media appearances

Work History

2-2025
Senior Director, Compensation at Navient
7-2015 - 2-2025
Head of Compensation at Navient
5-2014 - 7-2015
Director, Executive Compensation at Navient
1-2005 - 4-2014
Director, Executive Compensation at Sallie Mae

Education

2011 - 2013
MBA from North Carolina State University - College of Management
1995 - 2001
Bachelor of Science from University of South Carolina

More Information

Social Presence :

Prographics :

Exp : 21 Location : Raleigh, North Carolina, United States Job Level : Senior Designation : Senior Director, Compensation at Navient
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Stress on the business value that your product offers
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Don’t expect them to change their mind quickly if they say no once
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Matthew

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Matthew take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Matthew

Personality Compatibility


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