Steve Doughty

Enigma
DISC Type : dci

Managing Director at Hall Park Ltd

Berkhamsted, England, United Kingdom

Overview

Steve Doughty is the Managing Director of Hall Park Ltd, specializing in the regional aircraft market as a consultant and asset manager. He built his career at BAE Systems, rising to SVP of Sales & Marketing. Colleagues describe him as an innovative, pragmatic, and effective leader.

Outside of work, Steve is committed to social causes, consistently supporting his local homelessness charity, DENS. He has also shown a deep concern for environmental issues, publicly reflecting on the conflict between the aviation industrys growth and the acceleration of climate change.

He began his career selling Beech aircraft before working his way up to lead a global sales team.

Personality Overview

Challenger

Persuasive & Assertive

Fast Follower

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

Topics They Care About

Regional Aircraft Market
He identifies this as his primary area of specialty, with deep experience in sales, leasing, and asset management for regional jets and turboprops.
Aviation Asset Management
His career evolved into this sphere at BAE Systems, where he was responsible for a portfolio of nearly 200 aircraft.
Homelessness Charity
He consistently forgoes sending corporate Christmas cards to make donations to DENS, a charity focused on homelessness.

Media Appearances

Steve has no verified media appearances

Work History

8-2019
Managing Director at Hall Park Ltd
4-2016
Principal at Hall Park Aviation
7-2012 - 3-2016
Director at Cockley Brake Limited
12-2011 - 7-2012
Garden Leave at Freelance Transportation Professional
8-1984 - 11-2011
SVP Sales & Marketing at BAE Systems Asset Management/Falko Regional Aircraft

Education

1990 - 1990
MBA from Hult Ashridge Executive Education
1990 - 1990
Master of Business Administration - MBA from Hult Ashridge Executive Education

More Information

Social Presence :

Prographics :

Exp : 41 Location : Berkhamsted, England, United Kingdom Job Level : Mid-senior Designation : Managing Director at Hall Park Ltd
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • 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 Steve is

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

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

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Steve 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 Steve

Personality Compatibility


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