Ken Vail

Enthusiast
DISC Type : i

Sr Account Executive at Rocket Software

Greater Pittsburgh Region, United States

Overview

Ken has no verified overview

Personality Overview

Amiable & Agreeable

Non-Confrontational

Optimistic

They agree with others often, so exercise caution when relying on their word.  They prefer to build relationships rather than staying totally transactional. Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

6-2024
Sr Account Executive at Rocket Software
7-2021
Account Executive at Cloudera
11-2017 - 6-2021
Director - Global Accounts - ORACLE at Oracle
1-2015 - 11-2016
North America Sales Leader - IBM Watson Analytics at IBM
1-2012 - 1-2015
Sales Manager - Big Data - Great Lakes Region at IBM

Education

1996 - 1999
Business Administration and Management from University of Georgia

More Information

Social Presence :

Prographics :

Exp : 25 Location : Greater Pittsburgh Region, United States Job Level : N/A Designation : Sr Account Executive at Rocket Software
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Invite them for a lunch or a drink/coffee
  • Ask them how their day is going or exchange some other pleasantries
  • Refer to interesting customer testimonials and stress on great customer experience

DONT's

  • Avoid overloading them with too much information
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don’t ask too many questions in one go, weave them into the flow

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Ken

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Ken move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Ken take some risk or not?

  • They can take some low-probability risks if needed.

You And Ken

Personality Compatibility


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