Ken Hill

Questioner
DISC Type : c

HPC Consultant at JKH Consulting

United States

Overview

Ken has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

1-2020
HPC Consultant at JKH Consulting
8-2014 - 1-2020
Technical Sales Specialist | Software Defined Infrastructure - IBM Systems at IBM
10-2012 - 3-2014
Solutions Architect at SGI
1-2010 - 10-2012
Systems Engineer at SGI
3-2003 - 4-2011
Professional Services Consultant at SGI

Education

1988 - 1992
BS from University of Tennessee at Martin

More Information

Social Presence :

Prographics :

Exp : 22 Location : United States Job Level : Senior Designation : HPC Consultant at JKH Consulting
URL has been copied!

Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Ken

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Ken move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Ken take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Ken

Personality Compatibility


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