Steve Horstman

Questioner
DISC Type : c

Chief Information Security Officer at TPG Global

Dallas-Fort Worth Metroplex, United States

Overview

Steve has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

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

Topics They Care About

Steve has no verified topics they care about

Media Appearances

Steve has no verified media appearances

Work History

6-2016
Chief Information Security Officer at TPG Global
1-2013 - 6-2016
Vice President / Senior Engineer at Goldman Sachs
4-1999 - 12-2012
Director, Global Head of Technology Risk at Archon Group
11-1998 - 3-1999
Senior Contractor at Headway Technical Resources
3-1998 - 11-1998
Technical Team Leader at Noblestar

Education

1988 - 1992
BS from The University of Texas at Arlington

More Information

Social Presence :

Prographics :

Exp : 29 Location : Dallas-Fort Worth Metroplex, United States Job Level : Leadership Designation : Chief Information Security Officer at TPG Global
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

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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