Mark Shanahan

Questioner
DISC Type : c

Director of Sales Americas - nCode & ReliaSoft at HBK - Hottinger Brüel & Kjær

Tucson, Arizona, United States

Overview

Mark has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to analyze every situation thoroughly.
 They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

1-2019
Director of Sales Americas - nCode & ReliaSoft at HBK - Hottinger Brüel & Kjær
1-2016 - 1-2019
Director of Sales North America - Energy & Technology at HBM Prenscia
1-2014 - 12-2015
Manager, Sales & Marketing at ReliaSoft Software
5-2006 - 12-2013
Senior Technical Sales Specialist at ReliaSoft Software

Education

1996 - 2000
BA from University of Arizona
1999 - 1999
Education details unavailable from Saint Louis University- Madrid Campus

More Information

Social Presence :

Prographics :

Exp : 19 Location : Tucson, Arizona, United States Job Level : Mid-senior Designation : Director of Sales Americas - nCode & ReliaSoft at HBK - Hottinger Brüel & Kjær
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Mark

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Mark take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Mark

Personality Compatibility


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