Michael Eckton, CFA

Critic
DISC Type : C

Managing Director, Senior Portfolio Manager at Bingham Legg Advisers

Boston, Massachusetts, United States

Overview

Michael has no verified overview

Personality Overview

Precise

Negotiator

Critic

Unless the value is proven by data, they are unlikely to value fancy features.  It is very likely that they will negotiate pricing or other important terms. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

1-1999 - 1-2003
Managing Director, Senior Portfolio Manager at Bingham Legg Advisers
1-1995 - 1-1999
Investment Services Manager at Bingham McCutchen
1-1992 - 1-1995
Investment Executive at PaineWebber
1-1989 - 1-1992
Vice President, Mortgage Servicing Sales Specialist at Donaldson, Lufkin & Jenrette
CEO & Managing Partner at Crestwood Advisors

Education

1989 - 1992
MBA from NYU Stern School of Business
1981 - 1985
BS Business Administration from University of Delaware

More Information

Social Presence :

Prographics :

Exp : 14 Location : Boston, Massachusetts, United States Job Level : Leadership Designation : Managing Director, Senior Portfolio Manager at Bingham Legg Advisers
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t rush them till they have clearly gotten all the necessary information

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?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Michael take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Michael

Personality Compatibility


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