Casey Coulter

Evaluator
DISC Type : scd

Partner Success Manager at Dell Technologies

Oklahoma City, Oklahoma, United States

Overview

Casey Coulter is a Partner Success Program Manager at Dell Technologies with over 20 years of experience in sales, sales management, and operations. A certified Project Management Professional (PMP) from the University of Oklahoma, he is passionate about improving customer satisfaction. Colleagues describe him as knowledgeable, optimistic, and a great communicator.

Casey is a proud graduate of the University of Oklahoma, holding a Bachelor of Science degree. He has maintained a strong connection to his company since graduating, marking a 21-year tenure. He also attended Moore High School.

He has spent his entire 21-year professional career with Dell, a journey that started as what he thought would be a short-term corporate training job.

Personality Overview

Hard To Convince

Fast But Analytical

Quality Focused

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Partner Success
His role focuses on partner success, and he publicly celebrates partner achievements, such as those of World Wide Technology.
Customer Experience
He explicitly states that his passion is driving customer satisfaction through end-to-end process improvement.
Sales Operations
With a long history in sales roles at Dell, he is considered a "go-to" person for questions related to sales processes.

Media Appearances

Casey has no verified media appearances

Work History

9-2004
Partner Success Manager at Dell Technologies

Education

1999 - 2004
Bachelor of Science from University of Oklahoma
1996 - 1999
Education details unavailable from Moore High School

More Information

Social Presence :

Prographics :

Exp : 21 Location : Oklahoma City, Oklahoma, United States Job Level : Middle Designation : Partner Success Manager at Dell Technologies
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Insights For Selling To Casey

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Casey is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Casey

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Casey move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Casey take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Casey

Personality Compatibility


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