Matthew Kuper

Questioner
DISC Type : c

Vice President, Global Sales and Applications at Bastian Solutions

Indianapolis, Indiana, United States

Overview

Matthew has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Matthew has no verified topics they care about

Media Appearances

Matthew has no verified media appearances

Work History

7-2021
Vice President, Global Sales and Applications at Bastian Solutions
10-2020 - 7-2021
Senior Director of National Accounts at Bastian Solutions
4-2016 - 10-2020
Director of National Accounts at Bastian Solutions
2-2013 - 4-2016
National Accounts Manager at Bastian Solutions
6-2012 - 2-2013
Senior Project Manager at Kimball Hospitality

Education

2003 - 2007
Master of Business Administration from Indiana University - Kelley School of Business
1995 - 1999
Bachelor of Science from Rose-Hulman Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 25 Location : Indianapolis, Indiana, United States Job Level : Senior Designation : Vice President, Global Sales and Applications at Bastian Solutions
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Matthew

  • 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 Matthew move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Matthew take some risk or not?

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


You And Matthew

Personality Compatibility


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