Stephen Martin

Questioner
DISC Type : c

W.S. "Pete" White Chair for Innovation in Engineering Education at Virginia Tech

Blacksburg, Virginia, United States

Overview

Stephen has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They prefer to analyze every situation thoroughly.


Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

7-2022 - 8-2024
W.S. "Pete" White Chair for Innovation in Engineering Education at Virginia Tech
9-2018 - 8-2019
AAAS Science & Technology Policy Fellow at U.S. Department of Energy (DOE)
7-2013
Associate Professor at Virginia Tech
8-2006 - 7-2013
Assistant Professor at Virginia Tech
3-2006 - 6-2006
Station Director, School of Chemical Engineering Practice at MIT

Education

1999 - 2004
PhD from University of Minnesota
1995 - 1999
BSE from Princeton University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Blacksburg, Virginia, United States Job Level : N/A Designation : W.S. "Pete" White Chair for Innovation in Engineering Education at Virginia Tech
URL has been copied!

Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Stephen

  • 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 Stephen move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Stephen take some risk or not?

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


You And Stephen

Personality Compatibility


Other Virginia Tech Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.