Mark Vanderhelm

Evaluator
DISC Type : scd

Chief Operating Officer at Guzman Energy, LLC

Philadelphia, Pennsylvania, United States

Overview

Mark has no verified overview

Personality Overview

Fast But Analytical

Quality Focused

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

8-2021
Chief Operating Officer at Guzman Energy, LLC
6-2015 - 8-2021
Vice President, Energy and Facilities Management at Walmart
7-2010 - 3-2014
Director, Generation and Renewables Development at Exelon
1-2009 - 7-2010
Director, Business Development and Marketing at Exelon Energy
1-2007 - 12-2008
Manager, South Origination at Exelon

Education

1994 - 2000
PhD from Massachusetts Institute of Technology
1990 - 1994
BS from The University of Texas at Austin

More Information

Social Presence :

Prographics :

Exp : 19 Location : Philadelphia, Pennsylvania, United States Job Level : Leadership Designation : Chief Operating Officer at Guzman Energy, LLC
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • 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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