Keith Barber

Pioneer
DISC Type : Isd

Vice President at Sandler Training

Greater Philadelphia, United States

Overview

Keith Barber is a disciplined and tenacious sales leader serving as Vice President at Sandler. With extensive experience from his tenure at Miller Heiman Group, he excels in sales performance and developing solutions for complex business challenges. He holds a Bachelor of Science in Marketing from Penn State University and an AchieveGlobal Leadership Certification.

Personality Overview

Dynamic But Sincere

Driven But Considerate

Friendly But Fast

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

AI in Sales
His recent social media activity emphasizes that AI is no longer a competitive edge but a necessity for sales teams to avoid falling behind.
Sales Performance
He frequently shares content on elevating sales effectiveness and empowering leaders and sellers for a performance-centric future.
Revenue Growth
Highlights content from the "Innovative Revenue Leader" podcast, showing an interest in bridging perception gaps between executives and sellers to drive growth.

Media Appearances

Keith has no verified media appearances

Work History

1-2021
Vice President at Sandler Training
1-2019 - 1-2021
Senior Business Development Director at Miller Heiman Group
7-2010 - 1-2019
Strategic Account Executive at Miller Heiman Group
6-2010 - 1-2019
Enterprise Sales Director at Miller Heiman Group
5-2007 - 7-2010
Business Development at ModernThink

Education

1991 - 1996
Bachelor of Science (B.S.) from Penn State University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Greater Philadelphia, United States Job Level : Senior Designation : Vice President at Sandler Training

Interested in

Entertainment

Gaming

URL has been copied!

Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • Ask them for a lunch or coffee once some rapport has been established
  • Build a trustworthy relationship while keeping the product center-stage
  • Showcase existing customers and use case-studies to grab their attention

DONT's

  • Don’t be very informal during the early interactions even if they are being so themselves
  • 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 Keith 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 Keith

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

Insights For Deal Planning

    How fast (or slow) will Keith move?

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

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

You And Keith

Personality Compatibility


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