Will Graves

Enigma
DISC Type : dci

Enterprise Account Executive at Materialize

Charleston, South Carolina, United States

Overview

Will has no verified overview

Personality Overview

Challenger

Friendly Yet Blunt

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince.

Topics They Care About

Will has no verified topics they care about

Media Appearances

Will has no verified media appearances

Work History

4-2024
Enterprise Account Executive at Materialize
2-2024
GTM Advisor at Arrellio
1-2024 - 4-2024
Sr. Enterprise Account Executive, Global Media at Alida
2-2022 - 1-2024
Enterprise Account Executive, Global Media at Alida
5-2020 - 2-2022
Sr. Account Executive - Commercial at Salesforce

Education

2010 - 2014
Bachelor of Science (B.S.) from University of Delaware
2021 - 2022
Executive MBA from Quantic School of Business and Technology

More Information

Social Presence :

Prographics :

Exp : 7 Location : Charleston, South Carolina, United States Job Level : Middle Designation : Enterprise Account Executive at Materialize
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Insights For Selling To Will

During A Call Or A Meeting

DO's

  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Will is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Will

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Will move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Will take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Will

Personality Compatibility


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