Scott Maughan

Examiner
DISC Type : cs

Vice President Sales at AXIOM Systems, Inc.

Los Angeles Metropolitan Area, United States

Overview

Scott has no verified overview

Personality Overview

Overcautious

Tough To Convince

Process Oriented

The only way to convince them is by showing them examples and ample proof.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. Being observant comes to them naturally.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

4-2019
Vice President Sales at AXIOM Systems, Inc.
11-1998 - 8-2018
Vice President Sales, Solution Executives at TriZetto, a Cognizant Company
5-1996 - 10-1998
Vice President, Enterprise Systems at MedPartners (renamed Caremark Rx)
1-1993 - 5-1996
Vice President, IT at Merisel (global computer HW & SW distributor)
1-1988 - 12-1992
Associate Vice President, IT at FHP Health Care (now part of United Healthcare)

Education

Bachelor of Business Administration (B.B.A.) from University of Oregon Lundquist College of Business
Master of Business Administration (MBA) from Pepperdine Graziadio Business School

More Information

Social Presence :

Prographics :

Exp : 37 Location : Los Angeles Metropolitan Area, United States Job Level : Senior Designation : Vice President Sales at AXIOM Systems, Inc.
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.

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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