Michael Cumberland

Critic
DISC Type : C

Vice President at Keller Stonebraker Insurance, Inc.

Frederick, Maryland, United States

Overview

Michael has no verified overview

Personality Overview

Precise

Information Seeker

ROI Driven

They prefer to do logical analysis and value evidence over emotions.  They enjoy working alone and do not rely on others very often. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

12-1991
Vice President at Keller Stonebraker Insurance, Inc.
12-1991
Vice President at Blue Ridge Risk Partners

Education

1985 - 1989
BS from Towson University

More Information

Social Presence :

Prographics :

Exp : 34 Location : Frederick, Maryland, United States Job Level : Senior Designation : Vice President at Keller Stonebraker Insurance, Inc.
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Make extra effort to not seem pushy or confrontational
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Michael

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Michael take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Michael

Personality Compatibility


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