Mark Cappi

Questioner
DISC Type : c

Corporate EHS & Facilities Manager at Teradyne

North Reading, Massachusetts, United States

Overview

Mark has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

10-2008
Corporate EHS & Facilities Manager at Teradyne
8-2004 - 10-2008
Corporate Environmental, Health & Safety Engineer at Teradyne
6-2001 - 8-2004
Divisional Sr. Environmental & Safety Engineer at Teradyne

Education

1980 - 1984
BS from University of New Hampshire
1977 - 1980
High School from Nashua High School

More Information

Social Presence :

Prographics :

Exp : 24 Location : North Reading, Massachusetts, United States Job Level : Middle Designation : Corporate EHS & Facilities Manager at Teradyne
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Mark

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Mark take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Mark

Personality Compatibility


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