Von Fagan

Evaluator
DISC Type : dcs

Director Of IT Support Services at Heidrick & Struggles

Denver, Colorado, United States

Overview

Von has no verified overview

Personality Overview

Fast But Analytical

Thorough Evaluator

Hard To Convince

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They are not very likely to become strong advocates of your product or service They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Von has no verified topics they care about

Media Appearances

Von has no verified media appearances

Work History

1-2019
Director Of IT Support Services at Heidrick & Struggles
10-2012 - 1-2019
Contact Center Manager at Stericycle
6-2010 - 10-2012
Senior Operations Manager at Stericycle
1-2006 - 6-2010
Director of Customer Experience at Printingforless.com
6-2004 - 1-2006
Product Life Cycle Manager at Hewlett Packard

Education

2004 - 2006
Master of Business Administration (M.B.A.) from Northwest Nazarene University
1985 - 1989
BS from Frostburg State University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Denver, Colorado, United States Job Level : Mid-senior Designation : Director Of IT Support Services at Heidrick & Struggles
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Insights For Selling To Von

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase your competitive superiority clearly when possible or address it at the minimum

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Von is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Von

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Von move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Von take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Von

Personality Compatibility


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