Spencer Steed

Captain
DISC Type : SD

Senior Vice President of Sales, Public Sector (federal, state, local, education) at Qualtrics

Salt Lake City Metropolitan Area, United States

Overview

Spencer has no verified overview

Personality Overview

Decisive But Calm

Consummate Professional

Dynamic But Sincere

They exhibit a rare combination of being result-oriented but patient at the same time.  They might take some time to make their mind up but once they do, they don't change it easily. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Spencer has no verified topics they care about

Media Appearances

Spencer has no verified media appearances

Work History

1-2020
Senior Vice President of Sales, Public Sector (federal, state, local, education) at Qualtrics
1-2019 - 1-2020
Vice President, SLED (state, local, Education) at Qualtrics
3-2017 - 1-2019
Vice President, Education (k-12, higher ed) at Qualtrics
10-2014 - 3-2017
Head of K-12 (K-12 founder) at Qualtrics
3-2013 - 10-2014
Regional Vice President at School Improvement Network

Education

2006 - 2010
Professional Sales from Weber State University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Salt Lake City Metropolitan Area, United States Job Level : Leadership Designation : Senior Vice President of Sales, Public Sector (federal, state, local, education) at Qualtrics
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Insights For Selling To Spencer

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Stick to your standard pitch and qualifying script, don't try to wing it
  • Use phrases like 'your team deserves', 'best in class' etc.

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Spencer is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Spencer

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Spencer move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Spencer take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Spencer

Personality Compatibility


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