Ken Toong

Critic
DISC Type : C

Associate Vice Chancellor at University of Massachusetts Amherst

Amherst, Massachusetts, United States

Overview

Ken has no verified overview

Personality Overview

Negotiator

Objective Thinker

Critic

They don’t appreciate bells and whistles unless backed by data.  They are quite likely to negotiate on pricing or other key terms. They enjoy working alone and do not rely on others very often.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

5-2024
Associate Vice Chancellor at University of Massachusetts Amherst
7-2010 - 5-2024
Executive Director at UMass Auxiliary Enterprises
8-1998 - 7-2010
Executive Director at UMass Dining

Education

2002 - 2004
MBA from Isenberg School of Management, UMass Amherst
Bachelor of Business Administration (B.B.A.) from Acadia University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Amherst, Massachusetts, United States Job Level : N/A Designation : Associate Vice Chancellor at University of Massachusetts Amherst
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Ken

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Ken move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Ken take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Ken

Personality Compatibility


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