Mark Kieffer

Evaluator
DISC Type : DCS

Senior Director Category Management at The Hershey Company

Cornelius, North Carolina, United States

Overview

Mark has no verified overview

Personality Overview

Thorough Evaluator

Hard To Convince

Quality Focused

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

6-2021
Senior Director Category Management at The Hershey Company
6-2018 - 6-2021
Director Category Management Small Format at The Hershey Company
6-2012 - 6-2018
Director Category Strategy & Insights at The Hershey Company

Education

Executive Education from The University of Chicago Booth School of Business
Executive Education from UCLA Anderson School of Management

More Information

Social Presence :

Prographics :

Exp : 13 Location : Cornelius, North Carolina, United States Job Level : Senior Designation : Senior Director Category Management at The Hershey Company
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Mark

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Mark take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Mark

Personality Compatibility


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