Scott Lawley

Enthusiast
DISC Type : i

Global Director of Product Management at SAP

Coopersburg, Pennsylvania, United States

Overview

Scott has no verified overview

Personality Overview

Optimistic

Amiable & Agreeable

Consensus Focused

They agree with others often, so exercise caution when relying on their word.  They are more about building relationships than just cutting deals. Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

1-2020
Global Director of Product Management at SAP
4-2015
Global Director of Marketing Technology and Compliance at SAP
4-2010 - 4-2015
Director of Community Product Management at SAP
6-2002 - 6-2006
CTO at Datatic Technologies

Education

1986 - 1991
BS from Kutztown University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 19 Location : Coopersburg, Pennsylvania, United States Job Level : Mid-senior Designation : Global Director of Product Management at SAP
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Refer to interesting customer testimonials and stress on great customer experience
  • Ask them how their day is going or exchange some other pleasantries
  • Compliment them about their personality if you get a chance

DONT's

  • Don’t ask too many questions in one go, weave them into the flow
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don't be critical or challenge them openly, they can react defensively

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Scott

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Scott take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Scott

Personality Compatibility


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