Terry Chevalier

Judge
DISC Type : Dc

Managing Director at Sunstone Associates

Dallas-Fort Worth Metroplex, United States

Overview

Terry Chevalier is the Managing Director of Sunstone Associates, advising C-suite teams in the rural telecommunications sector. His 25+ year career includes strategy roles at AT&T and Bain & Company, and he holds a CEPA certification. Colleagues describe him as experienced, prepared, and tactful.

He resides in the Dallas area with his wife and two children. His current work is partly inspired by a desire to return to his "small town roots. " During his time at Missouri University of Science and Technology, he was president of the Phi Eta Sigma honor society.

Unique fact: Terry began his career spending a decade as a technical operations officer in the U. S. Intelligence Community.

Personality Overview

Features Driven

Demanding

Fast But Wary

They prefer to be the ones controlling the conversation or defining the terms.  They respond better to strong and respectful interactions. They are not always relationship oriented.

Topics They Care About

Rural Telecom Strategy
His firm, Sunstone Associates, is dedicated to advising rural telecommunications leaders on strategy, growth, and achieving company goals.
Exit & Succession Planning
As a Certified Exit Planning Advisor (CEPA), he works with business owners to maximize their company's value and plan for leadership transitions.
Telecom Federal Funding
He frequently speaks on and advises clients regarding federal programs, grant strategy, and funding opportunities like the BEAD program for rural broadband.

Media Appearances

Terry has no verified media appearances

Work History

4-2021
Managing Director at Sunstone Associates
10-2023
Certified Partner at Mastery Partners
8-2019 - 4-2021
Vice President of Strategy at Blucora
4-2013 - 7-2019
Assistant Vice President -- Corporate Development at AT&T
8-2009 - 4-2013
Director Corporate Strategy at AT&T

Education

2001 - 2003
Masters from Duke University - The Fuqua School of Business
1991 - 1996
BS from Missouri University of Science and Technology

More Information

Social Presence :

Prographics :

Exp : 19 Location : Dallas-Fort Worth Metroplex, United States Job Level : Mid-senior Designation : Managing Director at Sunstone Associates
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Insights For Selling To Terry

During A Call Or A Meeting

DO's

  • Speak about competitive differentiation that your product offers
  • Get to the point quickly instead of spending time doing small talk
  • Be respectful but crisp

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Avoid being a storyteller and don’t try to oversell
  • Avoid being too verbose

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terry is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Terry

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Terry move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Terry take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Terry

Personality Compatibility


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