Kevin Massey

Wildcard
DISC Type : csi

Chief Operating Officer at Purdue Applied Research Institute LLC

Shalimar, Florida, United States

Overview

Kevin has no verified overview

Personality Overview

ROI Driven

Curious But Skeptical

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Kevin has no verified topics they care about

Media Appearances

Kevin has no verified media appearances

Work History

6-2023
Chief Operating Officer at Purdue Applied Research Institute LLC
5-2022 - 6-2023
Aerophysics Branch Lead at Leidos
8-2018 - 7-2022
Senior Supervisory Engineer, Hypersonics and High Speed Weapons at Leidos
10-2019 - 10-2021
Air Force Scientific Advisory Board at United States Air Force
1-2016 - 7-2018
Director Science & Technology US Business Development at Raytheon at Raytheon

Education

1994 - 1997
PhD from Georgia Institute of Technology
1987 - 1992
Bachelor of Engineering - BE from Georgia Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 27 Location : Shalimar, Florida, United States Job Level : Leadership Designation : Chief Operating Officer at Purdue Applied Research Institute LLC
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Insights For Selling To Kevin

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Focus on immediate action-items rather than the larger goals

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kevin is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Kevin

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Kevin move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Kevin take some risk or not?

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

You And Kevin

Personality Compatibility


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