Matthew Miller

Questioner
DISC Type : c

Principal Solution Consultant at SailPoint

Pittsburgh, Pennsylvania, United States

Overview

Matthew has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Price-Sensitive

They prefer to analyze every situation thoroughly.
  It is quite likely of them to ask for pricing or other concessions. 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

2-2023
Principal Solution Consultant at SailPoint
4-2019 - 2-2023
Advisory Solution Consultant at SailPoint
8-2018 - 3-2019
Senior Security Systems Engineer at Symantec
6-2012 - 8-2018
Senior Prinicipal Consultant, Technical Sales at CA Technologies
12-2005 - 6-2012
Services Architect at CA Technologies

Education

1990 - 1994
BS from United States Air Force Academy
1996 - 1997
MS from National University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Pittsburgh, Pennsylvania, United States Job Level : Senior Designation : Principal Solution Consultant at SailPoint
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Matthew 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 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • 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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