Yancey Hall

Initiator
DISC Type : Di

Partner, Hybrid Cloud and Data at IBM

Fairfax County, Virginia, United States

Overview

Yancey has no verified overview

Personality Overview

Risk-Accepting

Conviction Driven

Friendly Challenger

They measure a product on its merit but can be influenced by strong testimonials.  They respond well to objective pitches but also attach some value to relationships. They usually prefer to drive the conversation.

Topics They Care About

Yancey has no verified topics they care about

Media Appearances

Yancey has no verified media appearances

Work History

4-2026
Partner, Hybrid Cloud and Data at IBM
4-2025 - 4-2026
Executive Director Modern Software Development and Digital Strategy at ManTech
3-2021 - 4-2025
Chief Growth Officer - Public Sector at Isobar
1-2017 - 3-2021
Senior Manager Digital at EY
6-2014 - 1-2017
Senior Associate at Booz Allen Hamilton

Education

1987 - 1991
BS from UNC Kenan-Flagler Business School
1993 - 1995
MA from North Carolina State University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Fairfax County, Virginia, United States Job Level : N/A Designation : Partner, Hybrid Cloud and Data at IBM
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Insights For Selling To Yancey

During A Call Or A Meeting

DO's

  • Get them to a point where they are ready to bat for your product internally
  • Focus on the big picture and the strategic value of your product
  • Acknowledge their status and position during the conversation

DONT's

  • Don't be unorganized, be prepared for the pitch
  • Don’t keep repeating the same information, it could make them impatient
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Yancey is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Yancey

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Yancey move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Yancey take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Yancey

Personality Compatibility


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