Keith Kapala

Organizer
DISC Type : Sd

Senior Vice President at Mortenson

Minneapolis, Minnesota, United States

Overview

Keith has no verified overview

Personality Overview

Slow Starter

Trusting Of Others

Somewhat Formal

Reading between the lines and seeing beyond your words comes naturally to them.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Keith has no verified topics they care about

Media Appearances

Keith has no verified media appearances

Work History

1-2025
Senior Vice President at Mortenson
7-2020 - 2-2025
Vice President, General Manager at Mortenson
5-1989 - 7-2020
Management Team at Mortenson

Education

Diploma of Education from Dunwoody College of Technology

More Information

Social Presence :

Prographics :

Exp : 36 Location : Minneapolis, Minnesota, United States Job Level : Leadership Designation : Senior Vice President at Mortenson
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Suggest clear next steps with confidence, don't be vague or hesitant
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't go over them unless you are left with no other option
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Keith is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Keith

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Keith move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Keith take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Keith

Personality Compatibility


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