Steve Lang

Wildcard
DISC Type : ics

Senior Associate (non-resident) at Center for Strategic and International Studies (CSIS)

Washington, District of Columbia, United States

Overview

Steve has no verified overview

Personality Overview

Friendly But Slow

Curious But Skeptical

ROI Driven

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Steve has no verified topics they care about

Media Appearances

Steve has no verified media appearances

Work History

10-2025
Senior Associate (non-resident) at Center for Strategic and International Studies (CSIS)
9-2025
Senior Advisor at Crest Hill Advisors LLC
5-2024 - 7-2025
Ambassador, Coordinator for International Communications and Information Policy at U.S. Department of State
11-2022 - 7-2025
Deputy Assistant Secretary for International Information and Communications Policy at U.S. Department of State
7-2025
Foreign Service Officer at U.S. Department of State

Education

1987 - 1991
Bachelor's degree from Georgetown University
1985 - 1987
International Baccalaureate from UWC Atlantic College

More Information

Social Presence :

Prographics :

Exp : 6 Location : Washington, District of Columbia, United States Job Level : N/A Designation : Senior Associate (non-resident) at Center for Strategic and International Studies (CSIS)
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Steve

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Steve take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Steve

Personality Compatibility


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