Mark Fenna

Initiator
DISC Type : Di

Sales Director - Technology, Media and Telecommunications (TMT) at ServiceNow

Watchfield, England, United Kingdom

Overview

Mark has no verified overview

Personality Overview

Impact-Oriented

Friendly Challenger

Conviction Driven

They usually prefer to drive the conversation.  They measure a product on its merit but can be influenced by strong testimonials. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

1-2024
Sales Director - Technology, Media and Telecommunications (TMT) at ServiceNow
3-2021 - 12-2023
Sales Director - Commercial at ServiceNow
10-2018 - 3-2021
Vice President WW Enterprise Sales at eGain Corporation
1-2017 - 10-2018
VP Sales, EMEAR and APJ at eGain Corporation
9-2016 - 1-2017
Sales Director - Financial Services, EMEAR at eGain Corporation

Education

BSc from Durham University
Education details unavailable from Island School, Hong Kong

More Information

Social Presence :

Prographics :

Exp : 15 Location : Watchfield, England, United Kingdom Job Level : Mid-senior Designation : Sales Director - Technology, Media and Telecommunications (TMT) at ServiceNow
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Refer to testimonials from well known people to highlight the value of your product
  • Look like someone who is on top of their game
  • Acknowledge their status and position during the conversation

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Mark

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Mark take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Mark

Personality Compatibility


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