Calvin Mortley

Pioneer
DISC Type : dis

Co-Founder & CEO at Upside Business Technologies

Calgary, Alberta, Canada

Overview

Calvin Mortley is the Co-Founder and CEO of Upside Business Technologies, where he helps Canadian businesses translate complex cyber risks into manageable strategies. A licensed Professional Engineer with a degree from the University of Regina, he leverages a unique background in complex industrial sales to protect business revenue from digital threats.

Based on his professional affiliations and education, Calvin maintains a strong connection to the University of Regina community. His interests also extend to following financial news, indicating a keen awareness of broader economic and business trends that affect his clients and industry.

His career uniquely pivoted from winning sales awards for high-efficiency HVAC chillers to founding a cybersecurity firm.

Personality Overview

Friendly But Fast

Decisive But Friendly

Driven But Considerate

If they are convinced, they can become very strong champions for your product  They have the unique ability to win both love and respect from their team (or outsiders) They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Cyber Risk for SMBs
His entire professional focus is on helping small and mid-sized Canadian businesses protect their revenue from cyber threats, making it a core passion.
Business Continuity
Emphasizes the importance of disaster recovery plans that allow businesses to continue operating even after a major cyber event, a key topic in a recent interview.
Protective DNS
He recently highlighted Protective DNS as a highly effective and critical security technology that businesses should implement to defend against threats.

Media Appearances

Calvin has no verified media appearances

Work History

5-2020
Co-Founder & CEO at Upside Business Technologies
8-2012 - 5-2020
New Equipment Sales Team Lead at Trane
4-2007 - 8-2012
Sales Professional at Engineered Air
6-2005 - 3-2007
Inside Sales Representative at Carrier HVAC
8-2004 - 2-2005
Sales Trainee at HVAC Sales//Service

Education

9-1999 - 4-2004
Bachelor of Applied Science - BASc from University of Regina

More Information

Social Presence :

Prographics :

Exp : 21 Location : Calgary, Alberta, Canada Job Level : Leadership Designation : Co-Founder & CEO at Upside Business Technologies
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Insights For Selling To Calvin

During A Call Or A Meeting

DO's

  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • Ask them for a lunch or coffee once some rapport has been established
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.

DONT's

  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Calvin is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Calvin

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Calvin move?

  • They are generally fast movers and can take quick decisions
  • Can Calvin take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Calvin

Personality Compatibility


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