Jeff Ratterman

Questioner
DISC Type : c

Sales Director for Strategic Accounts at Microsoft

Scottsdale, Arizona, United States

Overview

Jeff has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. They prefer to fully evaluate every situation.

Topics They Care About

Jeff has no verified topics they care about

Media Appearances

Jeff has no verified media appearances

Work History

8-2022
Sales Director for Strategic Accounts at Microsoft
5-2018 - 8-2022
Global Business Manager at Microsoft
5-2014 - 5-2018
Enterprise Account Executive at Microsoft
1-1993 - 3-2005
Senior Manager at Accenture

Education

1988 - 1992
Education details unavailable from Arizona State University

More Information

Social Presence :

Prographics :

Exp : 23 Location : Scottsdale, Arizona, United States Job Level : Mid-senior Designation : Sales Director for Strategic Accounts at Microsoft
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Insights For Selling To Jeff

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jeff is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Jeff

  • 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 Jeff move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Jeff take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Jeff

Personality Compatibility


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