Todd McNabb

Commander
DISC Type : D

Chief Revenue Officer (CRO) at PROS

Atlanta, Georgia, United States

Overview

Todd has no verified overview

Personality Overview

Risk-Taker

Strong-Willed

Candid & Clear

They take a lot of pride in personal achievements.  They prefer to be the ones controlling the conversation or defining the terms. They respond better to strong and respectful interactions.

Topics They Care About

Todd has no verified topics they care about

Media Appearances

Todd has no verified media appearances

Work History

4-2024
Chief Revenue Officer (CRO) at PROS
8-2021 - 3-2024
President & Chief Revenue Officer at ScienceLogic
5-2019 - 8-2021
Vice President of Global Accounts at VMware
3-2015 - 3-2019
Chief Reveneue Officer Senior Vice President of Global Sales(Acquired by EMC and Dell) at Virtustream
2-2013 - 3-2015
Managing Director & Head of Global Sales for Cloud Computing at DXC Technology

Education

2009 - 2010
Executive Education GMP from Harvard Business School
Bachelor of Science from The University of Alabama

More Information

Social Presence :

Prographics :

Exp : 26 Location : Atlanta, Georgia, United States Job Level : Leadership Designation : Chief Revenue Officer (CRO) at PROS
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Insights For Selling To Todd

During A Call Or A Meeting

DO's

  • Get to the point quickly instead of spending time doing small talk
  • Speak about competitive differentiation that your product offers
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Avoid being a storyteller and don’t try to oversell
  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Don’t be in a rush to invite them for a social meet and greet

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Todd 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 Todd

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Todd move?

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

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

You And Todd

Personality Compatibility


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