Michael Gartland

Go-getter
DISC Type : d

Vice President of Sales at EMA Design Automation

Henrietta, New York, United States

Overview

Michael has no verified overview

Personality Overview

Decisive

Self-Confident

Direct & Candid

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. They care equally about the product and its potential impact.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

7-2019
Vice President of Sales at EMA Design Automation
3-2018 - 7-2019
Group Director, Sales at EMA Design Automation
9-2008 - 3-2018
Director of Sales Operations at EMA Design Automation
11-2006 - 3-2008
Professional Services Sales Manager at EMA Design Automation
11-2004 - 3-2006
Inside Sales Representative at EMA Design Automation

Education

2005 - 2008
MBA from Rochester Institute of Technology
1999 - 2003
BS from SUNY Geneseo

More Information

Social Presence :

Prographics :

Exp : 21 Location : Henrietta, New York, United States Job Level : Senior Designation : Vice President of Sales at EMA Design Automation
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Stress on the business value that your product offers
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Avoid repeating yourself or making generalizations
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Michael

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • Their decision making speed is somewhere in the middle.
  • Can Michael take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Michael

Personality Compatibility


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