Steve Gatlin

Questioner
DISC Type : c

Director of Commercial Sales at Airship AI

Land O' Lakes, Florida, United States

Overview

Steve has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to do thorough analysis of any situation. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Steve has no verified topics they care about

Media Appearances

Steve has no verified media appearances

Work History

3-2026
Director of Commercial Sales at Airship AI
5-2025 - 1-2026
Business Development Director of Strategic Accounts at Vicon Industries
9-2022 - 11-2024
VP of Technology Sales at Prosegur
1-2021 - 9-2022
BDM for Strategic Accounts - Video & Access Control at Motorola Solutions
4-1986 - 3-2023
NCOIC at United States Air Force

Education

2007 - 2016
Information/Electronic Technology from Community College of the Air Force

More Information

Social Presence :

Prographics :

Exp : 39 Location : Land O' Lakes, Florida, United States Job Level : Mid-senior Designation : Director of Commercial Sales at Airship AI
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Steve 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 Steve

  • 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 Steve move?

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

  • Can Steve take some risk or not?

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


You And Steve

Personality Compatibility


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