Mark Michalisin

Inquirer
DISC Type : dc

Associate Professor of Practice at Virginia Tech - Pamplin College of Business

Blacksburg, Virginia, United States

Overview

Mark Michalisin is an Associate Professor of Practice and the Associate Director of the VT Sales Center at Virginia Techs Pamplin College of Business. With over 25 years of B2B sales experience and an MBA from Union College, he leverages his background in sales leadership and business development to educate the next generation of sales professionals.

He is passionate about motivating and mentoring students, often referring to himself as their coach. He created a "Monday Motivational Minutes" series and encourages his students to persevere, believe in themselves, and develop a strong work ethic. He also coaches Virginia Techs competitive Professional Sales Team, leading them to top finishes in national competitions.

He authored the book "In The Arena: From the Boardroom to the Classroom, " which includes a chapter written entirely by his students based on his motivational lessons.

Personality Overview

Upfront

Judgemental

Demanding

They care equally about the product and its potential impact.  They can be nudged to make faster decisions by offering what they value. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Sales Education
As a sales professor and coach for Virginia Tech's award-winning sales competition team, he is dedicated to developing student talent in professional selling.
Student Mentorship
He frequently speaks about his role as a coach and mentor, aiming to instill confidence and passion in his students both in and out of the classroom.
Personal Motivation
He authored a motivational book and shares content on themes like self-worth and perseverance, based on his own experiences with success and failure.

Media Appearances

Mark has no verified media appearances

Work History

5-2022
Associate Professor of Practice at Virginia Tech - Pamplin College of Business
3-2019
Sales Professional in Residence at The College of Saint Rose
1-2014 - 3-2019
Vice President - Business Development at Morcon Inc.
7-2012 - 12-2013
Executive Director of Business Development - Center for Educational Measurement at Excelsior College
1-1994 - 1-2006
Sr. Account Manager at SCA

Education

1990 - 1994
BA from Union College
1990 - 1994
Business; MBA (2002) and BA; Degrees from Union College

More Information

Social Presence :

Prographics :

Exp : 25 Location : Blacksburg, Virginia, United States Job Level : N/A Designation : Associate Professor of Practice at Virginia Tech - Pamplin College of Business
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Refer to testimonials from others in similar positions
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Avoid long winding pitches, stay objective
  • Refrain from asking too many questions
  • Don’t try to be an alpha salesperson, give them equal space

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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