Ken McFarlane

Enigma
DISC Type : dic

Vice President, Strategic Consulting at CluePoints

Charleston, South Carolina Metropolitan Area, United States

Overview

Ken has no verified overview

Personality Overview

Hard To Convince

Challenger

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

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

1-2025
Vice President, Strategic Consulting at CluePoints
3-2022 - 1-2025
Principal, Customer Success at Medidata Solutions
8-2021 - 3-2022
Vice President, Strategic Accounts at Signant Health
1-2021 - 8-2021
Principal - Strategic Consulting at Medidata Solutions
7-2018 - 12-2020
Director - Strategic Services at Medidata Solutions

Education

1998 - 2000
Public Relations from Rowan University
1996 - 1998
Journalism from Appalachian State University

More Information

Social Presence :

Prographics :

Exp : 10 Location : Charleston, South Carolina Metropolitan Area, United States Job Level : Senior Designation : Vice President, Strategic Consulting at CluePoints
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Insights For Selling To Ken

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
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

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

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

Insights For Deal Planning

    How fast (or slow) will Ken move?

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

Personality Compatibility


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