Ned Walter

Critic
DISC Type : C

Regional Director of Sales - East Coast at CoStar Real Estate Manager

Atlanta, Georgia, United States

Overview

A sales and marketing executive with over 20 years of B2B experience in high-tech and enterprise software, specializing in real estate management and lease accounting. A University of Georgia and Georgia State University alumnus, he is a member of the CoStar Sales Hall of Fame. People often describe him as knowledgeable, professional, and well-respected.

Outside of his direct role, he shows a keen interest in high-level business strategy and market insights, following publications like the Harvard Business Review and analyses from McKinsey & Company. He actively engages with his professional community by attending major industry events like CREtech.

Unique fact: He was inducted into the CoStar Sales Hall of Fame and is a recipient of the 2015 Presidents Circle award.

Personality Overview

ROI Driven

Negotiator

Information Seeker

They prefer to analyze logically and value objective facts over emotions.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Real Estate Technology
His entire career is focused on real estate management technology, and he actively attends industry events like CREtech to stay current on trends.
Enterprise Sales Strategy
Specializes in sales to Fortune 50 corporations, focusing on market strategy, demand generation, and complex deal structuring for large B2B clients.
Client-First Leadership
Publicly praised a former mentor for putting customers first, indicating he values trust, strong relationships, and the human aspect of leadership in business.

Media Appearances

Ned has no verified media appearances

Work History

1-2021
Regional Director of Sales - East Coast at CoStar Real Estate Manager
4-2010
Sales Manager - Major Accounts at CoStar Real Estate Manager
1-2017 - 1-2021
Director of Sales at CoStar Real Estate Manager
2-2009 - 4-2010
Manager Business Development at Arise Virtual Solutions Inc.
9-2005 - 2-2009
Sales Manager - Retail Markets at Virtual Premise, Inc.

Education

1994 - 1998
BA from The University of Georgia
7-2020 - 7-2021
Master of Science in Commercial Real Estate from Georgia State University - J. Mack Robinson College of Business

More Information

Social Presence :

Prographics :

Exp : 20 Location : Atlanta, Georgia, United States Job Level : Mid-senior Designation : Regional Director of Sales - East Coast at CoStar Real Estate Manager
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Insights For Selling To Ned

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don't give superficial answers, they are easily rattled by them
  • Do not use very emotional or colorful language

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ned is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Ned

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Ned move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Ned take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Ned

Personality Compatibility


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