Scott Soukup

Enigma
DISC Type : dci

Director, FP&A Architecture and Data Assurance at Ciena

Richmond, Virginia, United States

Overview

Scott has no verified overview

Personality Overview

Friendly Yet Blunt

Challenger

Persuasive & Assertive

They are generally strong communicators and are not easy to convince.  They are likely to ask many questions and look heavily for supporting proof as well as information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

11-2020
Director, FP&A Architecture and Data Assurance at Ciena
2-2017
Director, Global Business Intelligence at Ciena
12-2013
Senior IT Manager, Business Intelligence at Ciena
3-1993 - 3-2000
Nuclear Mechanical Operator at United State Navy

Education

1987 - 1991
Bachelor of Arts (B.A.) from Hampden-Sydney College

More Information

Social Presence :

Prographics :

Exp : 19 Location : Richmond, Virginia, United States Job Level : Mid-senior Designation : Director, FP&A Architecture and Data Assurance at Ciena
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments, understand the root of their concerns first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Scott

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Scott take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Scott

Personality Compatibility


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