Keith Pokorny

Examiner
DISC Type : cs

Senior Vice President, East Region US at EFI Global

Wilmington, Massachusetts, United States

Overview

Keith has no verified overview

Personality Overview

Process Oriented

Unexpressive

Status Quo Seeker

Being observant comes to them naturally.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They are thorough and always follow a systematic approach.

Topics They Care About

Keith has no verified topics they care about

Media Appearances

Keith has no verified media appearances

Work History

7-2020
Senior Vice President, East Region US at EFI Global
7-2018 - 7-2020
Vice President, North Region at EFI Global Inc.
11-2013 - 7-2018
Vice President, US Environmental, Health & Safety Services at EFI Global
8-2010 - 11-2013
Regional Vice President at EFI Global
1-2003 - 9-2010
Sr. District Manager at EFI Global

Education

1983 - 1987
B.S. from Clarkson University
1980 - 1983
High School in less than 4+ from Minnechaug Regional High School

More Information

Social Presence :

Prographics :

Exp : 36 Location : Wilmington, Massachusetts, United States Job Level : Leadership Designation : Senior Vice President, East Region US at EFI Global
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Keith is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Keith

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Keith move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Keith take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Keith

Personality Compatibility


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