Morgan Cox

Evaluator
DISC Type : csd

Sr. Director of Business Development, Commercial Markets at BlackSky

Columbia, Maryland, United States

Overview

Morgan has no verified overview

Personality Overview

Hard To Convince

Thorough Evaluator

Quality Focused

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

Morgan has no verified topics they care about

Media Appearances

Morgan has no verified media appearances

Work History

4-2021
Sr. Director of Business Development, Commercial Markets at BlackSky
9-2017 - 4-2021
Sr. Principal Technical Account Manager at Forcepoint
4-2015 - 9-2017
Technical Account Manager and Pre-Sales Engineer at RedOwl Analytics
7-2011 - 4-2015
Senior Product Owner and Manager at 42six Solutions
1-2011 - 6-2011
Analyst / Consultant at Berico Technologies

Education

2000 - 2004
BS from United States Military Academy at West Point

More Information

Social Presence :

Prographics :

Exp : 21 Location : Columbia, Maryland, United States Job Level : Senior Designation : Sr. Director of Business Development, Commercial Markets at BlackSky
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Insights For Selling To Morgan

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t focus on relationship, focus purely on the merit of your product
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Morgan is

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

  • 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 Morgan move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Morgan 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 Morgan

Personality Compatibility


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