Mark Searle

Evaluator
DISC Type : SCD

IoT Sales Director/Evangelist - Security at Aeris Communications

Poringland, England, United Kingdom

Overview

Mark has no verified overview

Personality Overview

Quality Focused

Hard To Convince

Thorough Evaluator

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there 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

3-2023
IoT Sales Director/Evangelist - Security at Aeris Communications
11-2017 - 3-2023
IoT Sales Director/Evangelist at Ericsson
3-2014 - 11-2017
Head of Solutions – Energy & Utilities at Ericsson
5-2011 - 3-2014
Business Development Director – CME Lead at Hewlett Packard Enterprise
5-2010 - 5-2011
Lead Solution Architect, H.P. & Alcatel-Lucent Alliance at Hewlett Packard Enterprise

Education

2004 - 2008
MBA from University of Liverpool
9-1994 - 7-1997
Bachelor of Science - BS from University of Leeds

More Information

Social Presence :

Prographics :

Exp : 28 Location : Poringland, England, United Kingdom Job Level : N/A Designation : IoT Sales Director/Evangelist - Security at Aeris Communications
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Don’t nudge them to do something by using the logic that others have done the same
  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid too much small talk, just a few formal pleasantries should be fine

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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