Scott Falatach

Examiner
DISC Type : cs

Head of Sales at threatER

Annapolis, Maryland, United States

Overview

Scott has no verified overview

Personality Overview

Process Oriented

Unexpressive

Status Quo Seeker

Being observant comes to them naturally.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They are always well-planned and adopt a systematic approach.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

10-2025
Head of Sales at threatER
3-2025 - 10-2025
Director of Sales at threatER
2-2023 - 5-2025
Pursuit Enterprise AE at Sumo Logic
8-2021 - 2-2023
Large Enterprise AE / Mid-Atlantic at Arctic Wolf
1-2019 - 8-2021
Futurist : Enterprise Account Manager at Recorded Future

Education

Education details unavailable from The University of North Carolina at Chapel Hill
Education details unavailable from St Mary's High School - Annapolis

More Information

Social Presence :

Prographics :

Exp : 18 Location : Annapolis, Maryland, United States Job Level : Mid-senior Designation : Head of Sales at threatER
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Scott

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Scott take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Scott

Personality Compatibility


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