Scott Stone, P.E.

Questioner
DISC Type : c

Sales Director, Federal Services Unit at CDM Smith

Dallas, Texas, United States

Overview

Scott has no verified overview

Personality Overview

Systematic

Cautious & Analytical

Price-Sensitive

They prefer to analyze every situation thoroughly.
  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

1-2024
Sales Director, Federal Services Unit at CDM Smith
1-2020 - 12-2023
Sales Director, Water and Facilities Group, Federal Services Unit at CDM Smith
1-2015 - 1-2020
Sales Leader, Water and Facilities Group, Federal Services Unit at CDM Smith
5-1998 - 1-2000
Environmental Engineer at Ecology and Environment, Inc.
3-1996 - 5-1998
Civil Engineer at Sequoyah Engineering, Inc

Education

2006 - 2008
MBA from SMU Cox School of Business
1990 - 1995
B.S. from New Mexico State University

More Information

Social Presence :

Prographics :

Exp : 14 Location : Dallas, Texas, United States Job Level : Mid-senior Designation : Sales Director, Federal Services Unit at CDM Smith
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

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 risk if they are convinced that they have analyzed the circumstances well.


You And Scott

Personality Compatibility


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