Kerry Potter

Observer
DISC Type : ci

Sales Director at Southwest Surgical

United States

Overview

Kerry Potter is a Sales Director with over 40 years of experience in the surgical equipment sector. A graduate of Indiana University-Southeast, he owned a successful manufacturers representative agency for three decades. He is also a published author on the subject of improving sales effectiveness, drawing from his extensive career.

Outside of his professional life, Kerry enjoys outdoor sports and is a passionate golfer. He splits his time between homes in Arizona and southern Indiana with his wife, and is a father to two sons and a grandfather. He is also philanthropic, donating proceeds from his book to charity.

Unique fact: Kerry holds a patent for a golf swing-training aid he invented.

Personality Overview

Value Driven

Assertive

Example Seeker

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They ask a lot of questions and rely heavily on information and collaterals.

Topics They Care About

Medical Device Sales
With over four decades of experience and having authored a book on sales strategy, this is his core professional expertise.
Sales Process Improvement
His book, "Let's Get Better at Selling, " focuses on creating a foundational sales process to improve consistency and results.
Golf
Described as a personal passion, he is an avid golfer and even holds a patent for a swing-training aid he developed.

Media Appearances

Kerry has no verified media appearances

Work History

2-2026
Sales Director at Southwest Surgical
1-2023 - 12-2024
Sales Director at Southwest Surgical
2019
Sales Specialist at KP Enterprises
1-2010 - 12-2025
Owner at Greater Southwest Medical Sales, LLC
10-2000 - 1-2019
Owner at Southwest Surgical, LLC

Education

9-1978 - 5-1982
Bachelor of Science - BS from Indiana University Southeast
1978 - 1982
BS Bus Mgmt from Indiana University Southeast

More Information

Social Presence :

Prographics :

Exp : 42 Location : United States Job Level : Mid-senior Designation : Sales Director at Southwest Surgical
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Insights For Selling To Kerry

During A Call Or A Meeting

DO's

  • Persuade objectively how your product will help them achieve their goals
  • Be prepared for a lot of questions, answer them objectively
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kerry is

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

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Kerry move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Kerry take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Kerry

Personality Compatibility


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