Mark H.

Inquirer
DISC Type : cd

Senior Vice President at Xenophon Strategies

Washington DC-Baltimore Area, United States

Overview

Mark has no verified overview

Personality Overview

Judgemental

Hard To Convince

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They don’t always try to control the conversation but neither do they like yielding it fully. They respond well to confident salespeople.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

2-2006
Senior Vice President at Xenophon Strategies
4-2004 - 7-2005
Freelance Reporter/ Journalist at USA TODAY
1-2004 - 4-2004
Journalist at Forbes.com
Vice President at The Marino Organization
Vice President at Dan Klores Communications

Education

1992 - 1996
BA from Boston College
2003 - 2004
MA from New York University

More Information

Social Presence :

Prographics :

Exp : 21 Location : Washington DC-Baltimore Area, United States Job Level : Leadership Designation : Senior Vice President at Xenophon Strategies
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Get to the point quickly instead of spending too much time on pleasantries
  • Refer to testimonials from others in similar positions

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Don’t try to be an alpha salesperson, give them equal space
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Mark

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Mark take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Mark

Personality Compatibility


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