Michael Guse

Activist
DISC Type : Cd

Director Advisory Services at Salesforce

Nashville Metropolitan Area, United States

Overview

Michael is a Director of Advisory Services at Salesforce, where he guides strategic customers through complex, multi-cloud program initiatives. An alumnus of the University of Hamburg, he is described by peers as a brilliant, pragmatic, and insatiably curious architect who excels at linking technology details to the bigger picture.

Outside of his professional role, Michael is an avid photographer and moon enthusiast. He spends his free time using his telescope and camera to take pictures of the moon, stars, and constellations, as well as capturing moments of his children playing football and soccer.

He is the webmaster for Salesforces Sandbox Preview Guide, a unique role combining his technical and communication skills.

Personality Overview

Value Conscious

Observative

Perfectionist

They respond well to confident salespeople.  They don’t always try to control the conversation but neither do they like yielding it fully. They care equally about the product and its potential impact.

Topics They Care About

Multi-Cloud Strategy
Advises customers on navigating the complexities of large, multi-cloud initiatives, focusing on business and people process adjustments.
Salesforce Architecture
Focuses on creating successful blueprints for customers by matching business processes to Salesforce capabilities, including data models, security, and integration.
Astrophotography
A long-time personal hobby, he is passionate about taking pictures of the moon, stars, and constellations and shares his work online.

Media Appearances

Michael has no verified media appearances

Work History

8-2018
Director Advisory Services at Salesforce
7-2013 - 7-2018
Senior Strategy Advisor at Salesforce
7-2010 - 6-2013
CEO & Founder at Optimize Consulting, LLC
7-2008 - 6-2010
Director of Integration Services, Messaging at Informatica
3-2007 - 6-2008
VP, QA & Release Engineering at SunGard - BRASS

Education

1992 - 1995
M.S. from University of Hamburg
1989 - 1992
B.S. from The University of Göttingen

More Information

Social Presence :

Prographics :

Exp : 28 Location : Nashville Metropolitan Area, United States Job Level : Mid-senior Designation : Director Advisory Services at Salesforce
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Refer to testimonials from others in similar positions
  • Make sure that you you respond to any queries from them quickly
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Avoid long winding pitches, stay objective
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Michael

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Michael take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Michael

Personality Compatibility


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