Mark H.

Inspirer
DISC Type : di

Director of Professional Services at Aderant

Arlington, Vermont, United States

Overview

Mark has no verified overview

Personality Overview

Charming & Persuasive

Achievment Oriented

Decisive

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. They don’t mind taking a stand if they believe in something.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

6-2022
Director of Professional Services at Aderant
1-2017 - 6-2022
Global Managed Services Director at Ingenta
1-2013 - 12-2016
Customer Site Manager at Publishing Technology
11-2004 - 12-2012
Technical Lead/Senior Software Consultant at Vista Computer Services LLC

Education

Master of Science in Computer Information Systems from Boston University Metropolitan College
B.S. from Rutgers University

More Information

Social Presence :

Prographics :

Exp : 21 Location : Arlington, Vermont, United States Job Level : Mid-senior Designation : Director of Professional Services at Aderant
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Clearly address the competitive aspects
  • Get them to a point where they are ready to bat for your product internally
  • Focus on the big picture and the strategic value of your product

DONT's

  • 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
  • Don’t be very informal even if they are being so themselves

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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