Michael Kerr

Inquirer
DISC Type : dc

Director of Information Technology at Advanced Instruments, LLC

Stow, Massachusetts, United States

Overview

Michael has no verified overview

Personality Overview

Upfront

Judgemental

ROI Conscious

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

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

7-2024
Director of Information Technology at Advanced Instruments, LLC
3-2023 - 7-2024
Senior Director, Business Applications at Sequoia
3-2019 - 1-2023
Director Enterprise Business Applications at Clario
2-2017 - 3-2019
Senior Solutions Architect at Clario
3-2013 - 2-2017
Director, Business Applications at TripAdvisor

Education

1987 - 1992
MIS from Plymouth State University

More Information

Social Presence :

Prographics :

Exp : N/A Location : Stow, Massachusetts, United States Job Level : N/A Designation : Director of Information Technology at Advanced Instruments, LLC
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Refer to testimonials from others in similar positions

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Do not give up if they are not convinced, try again with a different approach
  • 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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