Keith Evans

Enigma
DISC Type : cdi

Account Executive at Cognos, An IBM Company

Sugar Land, Texas, United States

Overview

Keith has no verified overview

Personality Overview

Challenger

Persuasive & Assertive

Fast Follower

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

Keith has no verified topics they care about

Media Appearances

Keith has no verified media appearances

Work History

2008
Account Executive at Cognos, An IBM Company
2008
Cognos Account Executive at IBM Software Group
2000
Sr. Account Executive at Cognos, An IBM Company
1996 - 2000
Account Executive at BMC Software
12-1983 - 8-1996
Advisory Sales Rep at IBM

Education

1980 - 1983
BBA in MIS from Texas Tech University
Education details unavailable from Los Alamos High School

More Information

Social Presence :

Prographics :

Exp : 42 Location : Sugar Land, Texas, United States Job Level : N/A Designation : Account Executive at Cognos, An IBM Company
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • 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
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • 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 Keith is

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

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

Insights For Deal Planning

    How fast (or slow) will Keith move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Keith 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 Keith

Personality Compatibility


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