Keith McUmber

Enigma
DISC Type : cid

Sales Executive at Starport Technologies

Greater Orlando, United States

Overview

Keith has no verified overview

Personality Overview

Challenger

Friendly Yet Blunt

Persuasive & Assertive

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

Topics They Care About

Keith has no verified topics they care about

Media Appearances

Keith has no verified media appearances

Work History

12-2025
Sales Executive at Starport Technologies
1-2016 - 12-2025
Director of Sales-RF and RFID Source Tagging at Checkpoint Systems
1-2014 - 1-2016
Major Account Manager at Alpha High Theft Solutions
9-2009 - 1-2014
Account Executive at All-Tag Security
7-2004 - 2-2010
Trade Development Manager at Checkpoint Systems

Education

1987 - 1991
Bachelor's degree from Rochester Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 21 Location : Greater Orlando, United States Job Level : N/A Designation : Sales Executive at Starport Technologies
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • 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
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t be too objective but make sure to pad your storytelling with data points

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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