Michael J. Cali

Balancer
DISC Type : S

Vice President of Sales & Service at Insurance Marketing Agencies

Greater Boston, United States

Overview

Michael has no verified overview

Personality Overview

Formal Mannered

Risk-Averse

Process-Oriented

They like following the process even if it takes time to reach any conclusion.  They are comfortable taking long term decisions. They are courteous and respectful but practical.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

8-2022
Vice President of Sales & Service at Insurance Marketing Agencies
1-2020 - 8-2022
Principal - Business Partner: Independent Property & Casualty Insurance Consultant at Insurance Resource Group of New England
1-2019 - 1-2020
Vice President at ROGERS I GRAY INSURANCE
5-2017 - 1-2019
Director, Risk Management & Business Development - Property & Casualty Services at NFP

Education

2009 - 2011
MBA from Florida Institute of Technology
1999 - 2000
BA from UMass Boston

More Information

Social Presence :

Prographics :

Exp : 8 Location : Greater Boston, United States Job Level : Senior Designation : Vice President of Sales & Service at Insurance Marketing Agencies

Interested in

Sports

NCAA Baseball

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Insights For Selling To Michael J.

During A Call Or A Meeting

DO's

  • Tell them about the outcome and results before talking about the input
  • Actively address their concerns around change, risk, and acceptance by users
  • Focus on making them comfortable before really commencing the sales motion

DONT's

  • Don’t brush off their concerns, their comfort with you will go down
  • Don’t push them for a no, take the lack of yes as a no after a certain point
  • Do not sound very transactional, make extra effort to be genuinely interested

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael J. is

  • What matters the most to them is low risk, adoption by others and proven case studies.
  • Will you ever get a clear answer from Michael J.

  • They never refuse directly, they push out the decisions or just go quiet.

Insights For Deal Planning

    How fast (or slow) will Michael J. move?

  • They can be some of the slowest decision makers.
  • Can Michael J. take some risk or not?

  • They have no risk-appetite and prefer to take safe decisions.

You And Michael J.

Personality Compatibility


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