Michael Demko

Pioneer
DISC Type : DIS

Lead Field Coach at Workiva

Columbus, Ohio, United States

Overview

Michael is a seasoned Sales Revenue Enablement Leader with experience at major tech companies like IBM and Sauce Labs. He specializes in coaching sales teams and implementing GTM strategies using methodologies like MEDDPICC to drive revenue growth. People who have worked with him describe him as energetic, organized, thoughtful, and an incredible motivator.

His strong connection to The Ohio State University, where he earned his Bachelor of Arts, suggests a continuing interest in the universitys community and activities. This likely includes following and supporting their athletics.

Unique fact: At IBM, he transformed a sales methodology for over 200 sellers, successfully reducing the sales cycle by 25%.

Personality Overview

Driven But Considerate

Decisive But Friendly

Dynamic But Sincere

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  They have the unique ability to win both love and respect from their team (or outsiders) If they are convinced, they can become very strong champions for your product

Topics They Care About

Sales Methodologies
He has extensive experience designing and implementing sales methodologies like MEDDPICC and Revenue Storm to improve team performance and shorten sales cycles.
Performance Coaching
A core part of his role involves personalized coaching for sellers and sales leaders to enhance skills in GTM execution, prospecting, and opportunity management.
GTM Strategy
He focuses on designing and implementing enablement programs that are directly aligned with the company's Go-To-Market strategy to drive productivity and revenue.

Media Appearances

Michael has no verified media appearances

Work History

11-2024
Lead Field Coach at Workiva
9-2023 - 11-2024
Sales Enablement Program Manager at Belden Inc.
3-2022 - 3-2023
Sr. Revenue Enablement Manager at Sauce Labs
5-2021 - 3-2022
Enablement Leader, IBM Technology Sales, America’s IBM Global Markets at IBM
11-2017 - 7-2021
Worldwide Sales Enablement Leader, IBM Watson Health at IBM

Education

Bachelor of Arts from The Ohio State University

More Information

Social Presence :

Prographics :

Exp : 15 Location : Columbus, Ohio, United States Job Level : Mid-senior Designation : Lead Field Coach at Workiva
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • During followups, use calls or text if needed, they should be fine
  • Keep your pitch focused on the impact but nurture the relationship too

DONT's

  • Don’t be very informal during the early interactions even if they are being so themselves
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t hesitate from asking questions or pushing them, but take a formal approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Michael

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are generally fast movers and can take quick decisions
  • Can Michael take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Michael

Personality Compatibility


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