Will Hershey

Critic
DISC Type : C

Chief Financial Officer, Managing Director at Davenport & Company LLC

Richmond, Virginia, United States

Overview

Will has no verified overview

Personality Overview

Critic

Information Seeker

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to do logical analysis and value evidence over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Will has no verified topics they care about

Media Appearances

Will has no verified media appearances

Work History

3-2017
Chief Financial Officer, Managing Director at Davenport & Company LLC
5-2003 - 2-2017
Controller, Senior Vice President at Davenport & Company LLC
9-1998 - 4-2003
Financial Services, Vice President at Davenport & Company LLC

Education

1994 - 1998
B.S. with Special Attainments in Commerce from Washington and Lee University
2003 - 2004
MBA from William & Mary – Raymond A. Mason School of Business

More Information

Social Presence :

Prographics :

Exp : 27 Location : Richmond, Virginia, United States Job Level : Leadership Designation : Chief Financial Officer, Managing Director at Davenport & Company LLC
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Insights For Selling To Will

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t try too hard to build a relationship with them
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Will is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Will

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Will move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Will take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Will

Personality Compatibility


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