Zach Loch

Questioner
DISC Type : c

Chief Information Officer at East Carolina University

Greenville, North Carolina, United States

Overview

Zach has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They prefer to analyze every situation thoroughly.


Topics They Care About

Zach has no verified topics they care about

Media Appearances

Zach has no verified media appearances

Work History

12-2020
Chief Information Officer at East Carolina University
4-2020 - 12-2020
Interim CIO at East Carolina University
9-2014 - 4-2020
IT Director - Enterprise Information Systems at East Carolina University
2-2006 - 6-2007
Principal Software Developer at Lockheed Martin
9-2002 - 2-2006
Web Software Developer at East Carolina University

Education

2002 - 2006
MBA from East Carolina University - College of Business
1995 - 2001
BS from East Carolina University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Greenville, North Carolina, United States Job Level : Leadership Designation : Chief Information Officer at East Carolina University
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Insights For Selling To Zach

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Zach is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Zach

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Zach move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Zach take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Zach

Personality Compatibility


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