Jeff McKinnon

Enigma
DISC Type : dic

Director, Business Applications at RSM US LLP

Park City, Utah, United States

Overview

Jeff has no verified overview

Personality Overview

Challenger

Persuasive & Assertive

Friendly Yet Blunt

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Jeff has no verified topics they care about

Media Appearances

Jeff has no verified media appearances

Work History

12-2019
Director, Business Applications at RSM US LLP
12-2017 - 12-2019
Vice President of Sales at Zycus
5-2016 - 10-2017
Vice President of Sales at SciQuest:JAGGAER
10-2014 - 12-2015
Sales Director at Coupa Software
2010 - 2014
Sales Director at Kronos

Education

BS from University of Vermont

More Information

Social Presence :

Prographics :

Exp : 41 Location : Park City, Utah, United States Job Level : Mid-senior Designation : Director, Business Applications at RSM US LLP
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Insights For Selling To Jeff

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments, understand the root of their concerns first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jeff is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Jeff

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Jeff move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Jeff take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Jeff

Personality Compatibility


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