Scott Johnson

Critic
DISC Type : C

Director, Threat Testing at Coalfire

Bentonville, Arkansas, United States

Overview

Scott has no verified overview

Personality Overview

Critic

ROI Driven

Information Seeker

They choose to analyze logically and value facts to emotions.  Unless the value is proven by data, they are unlikely to value fancy features. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

3-2023
Director, Threat Testing at Coalfire
4-2021 - 3-2023
Senior Manager, Application Security at Coalfire
1-2021 - 4-2021
Managing Security Consultant at GuidePoint Security
5-2017 - 1-2021
Principal Application Security Consultant at GuidePoint Security
7-2013 - 5-2017
Senior Application Security Consultant at Optiv Inc (formerly FishNet Security)

Education

Computer Science from The University of Texas at Dallas

More Information

Social Presence :

Prographics :

Exp : 12 Location : Bentonville, Arkansas, United States Job Level : Mid-senior Designation : Director, Threat Testing at Coalfire
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be ready to answer many clarity-seeking questions and requests for information
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Don’t try too hard to build a relationship with them
  • Make extra effort to not seem pushy or confrontational
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Scott

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Scott take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Scott

Personality Compatibility


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