Matt Herrera

Wildcard
DISC Type : ics

Customer Success Manager - Enterprise Accounts at SailPoint

Austin, Texas Metropolitan Area, United States

Overview

Matt has no verified overview

Personality Overview

Curious But Skeptical

Requires Proof

Friendly But Slow

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Matt has no verified topics they care about

Media Appearances

Matt has no verified media appearances

Work History

6-2021
Customer Success Manager - Enterprise Accounts at SailPoint
10-2010 - 5-2021
Manager, Global Support Center at NOV
6-2006 - 10-2010
Supervisor, Global Support Center at NOV

Education

Education details unavailable from Austin Community College

More Information

Social Presence :

Prographics :

Exp : 19 Location : Austin, Texas Metropolitan Area, United States Job Level : Middle Designation : Customer Success Manager - Enterprise Accounts at SailPoint
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Insights For Selling To Matt

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matt is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Matt

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Matt move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Matt take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Matt

Personality Compatibility


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