Scott Horton

Energizer
DISC Type : I

Federal Account Executive - IBM Data & AI at IBM

Washington DC-Baltimore Area, United States

Overview

Scott has no verified overview

Personality Overview

Big Picture Person

Full Of Energy

Informal

They are naturally enthusiastic, so take their promise with a pinch of salt.  Unlike C or D types, they are vocal with their opinions but not so much with their questions. They are not always early adopters but can be pursuaded by leveraging strong relationships.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

8-2015
Federal Account Executive - IBM Data & AI at IBM
1-2011 - 8-2015
Aerospace & Defense Account Manager at Bloomberg
1-2010 - 1-2011
Account Manager at INPUT
10-2008 - 12-2009
Sales Development Representative at INPUT

Education

2004 - 2008
Bachelor of Arts - BA from University of Wisconsin-Madison

More Information

Social Presence :

Prographics :

Exp : 17 Location : Washington DC-Baltimore Area, United States Job Level : N/A Designation : Federal Account Executive - IBM Data & AI at IBM
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Speak enthusiastically with energy, maintain a clear and confident tone
  • Be friendly and entertaining in your conversation
  • Use phrases like ‘people will love’, ‘massive impact’ etc.

DONT's

  • Avoid overloading them with too much detail
  • Don’t be too formal, focus on building comfort and trust
  • Avoid ifs and buts, don’t talk too much about the risks etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Scott

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Scott take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Scott

Personality Compatibility


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