Ken Smullen

Balancer
DISC Type : S

Channel Director - US Central at Aruba, a Hewlett Packard Enterprise company

Columbus, Ohio, United States

Overview

Ken has no verified overview

Personality Overview

Formal Mannered

Diplomatic

Empathetic

They are comfortable taking a long term view.  They are polite and respectful but practical. Even if it takes time, they prefer following the process.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

3-2022
Channel Director - US Central at Aruba, a Hewlett Packard Enterprise company
6-2013 - 4-2022
Territory Manager at Aruba, a Hewlett Packard Enterprise company
8-2010 - 6-2013
Named Account Manager at Avaya
5-1996 - 8-2010
Strategic Account Manager at AT&T

Education

1985 - 1989
BS from Ohio University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Columbus, Ohio, United States Job Level : Mid-senior Designation : Channel Director - US Central at Aruba, a Hewlett Packard Enterprise company
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Unless they are the decision maker, bring other stakeholders into the process early
  • Actively address their concerns around change, risk, and acceptance by users
  • Share information about the process and how it would address all concerns

DONT's

  • Don’t push them for a no, take the lack of yes as a no after a certain point
  • Don’t try to be overly social in the early interactions
  • Skip mentioning details that are confusing

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • For them, low risk, acceptance by others and strong collaterals are most important.
  • Will you ever get a clear answer from Ken

  • They never like to say no directly, they postpone the decisions or just go silent.

Insights For Deal Planning

    How fast (or slow) will Ken move?

  • They can be very slow in making decisions.
  • Can Ken take some risk or not?

  • They are very likely to play it safe rather than taking risk.

You And Ken

Personality Compatibility


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