Michael B.

Examiner
DISC Type : cs

Chief Information Security Officer at SRI International

Menlo Park, California, United States

Overview

Michael has no verified overview

Personality Overview

Tough To Convince

Late Adopter

Overcautious

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  They do not like taking risks at all and go for proven options in the end. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

6-2022
Chief Information Security Officer at SRI International
10-2016 - 6-2022
Information Systems Security Officer at SRI International
8-2014 - 10-2016
Senior Manager at SRI International
8-2014 - 8-2014
Sr. Manager, Desktop Systems Management at SanDisk, a Western Digital Brand
4-2010 - 8-2014
Manager II, Desktop Systems Management at SanDisk, a Western Digital Brand

Education

Michael has no verified education history

More Information

Social Presence :

Prographics :

Exp : 25 Location : Menlo Park, California, United States Job Level : Leadership Designation : Chief Information Security Officer at SRI International
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Michael

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Michael take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Michael

Personality Compatibility


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