Will DeHaven

Examiner
DISC Type : cs

Sales Director | Hybrid Cloud and AI | Red Hat and IBM Ecosystem | North America Territory at HCLTech

New York City Metropolitan Area, United States

Overview

Will has no verified overview

Personality Overview

Tough To Convince

Unexpressive

Status Quo Seeker

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They are thorough and always follow a systematic approach.

Topics They Care About

Will has no verified topics they care about

Media Appearances

Will has no verified media appearances

Work History

5-2021
Sales Director | Hybrid Cloud and AI | Red Hat and IBM Ecosystem | North America Territory at HCLTech
6-2019 - 5-2021
Watson Sales and Strategic Partnerships at IBM
11-2015 - 6-2019
Global Sales Innovation and Programs at IBM
5-2014 - 11-2015
Account Focused Marketing–intersection of marketing, sales and business development at IBM
6-2010 - 8-2010
Graduate Intern at United States Congress

Education

2009 - 2011
MBA from NYU Stern School of Business
2001 - 2006
BS from Virginia Commonwealth University

More Information

Social Presence :

Prographics :

Exp : 15 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Sales Director | Hybrid Cloud and AI | Red Hat and IBM Ecosystem | North America Territory at HCLTech
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Insights For Selling To Will

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Will is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Will

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Will move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Will take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Will

Personality Compatibility


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