Scott Peterson

Questioner
DISC Type : c

Executive Director at Ibis Public Sector

Clarendon Hills, Illinois, United States

Overview

Scott has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They prefer to do thorough analysis of any situation.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

11-2024
Executive Director at Ibis Public Sector
1-2024 - 11-2024
Executive Director at Isobar
1-2010 - 1-2024
Technical Director at Isobar
Technical Architect at Roundarch Inc
Senior Consultant at Roundarch Inc

Education

BS from University of Wisconsin-Madison

More Information

Social Presence :

Prographics :

Exp : 16 Location : Clarendon Hills, Illinois, United States Job Level : Senior Designation : Executive Director at Ibis Public Sector
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Scott

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Scott take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Scott

Personality Compatibility


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