Michael Kinloch

Captain
DISC Type : DS

VP of Engineering at Xceptor

Kingston Upon Thames, England, United Kingdom

Overview

Michael has no verified overview

Personality Overview

Consummate Professional

Long-Term Thinker

Dynamic But Sincere

They might take some time to make their mind up but once they do, they don't change it easily.  Reading between the lines and seeing beyond your words comes naturally to them. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

VP of Engineering at Xceptor
7-2017
Head of Development & Agile Coach at Intelligent Environments
3-2013 - 10-2018
Development Manager\Agile Coach at Intelligent Environments
3-2012 - 3-2013
Microsoft Technical Team Lead at Intelligent Environments
1-2002 - 3-2012
Microsoft Technical Team Lead at Sopra Group

Education

2001 - 2004
Computer Engineering from Napier University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Kingston Upon Thames, England, United Kingdom Job Level : Senior Designation : VP of Engineering at Xceptor
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Stick to your standard pitch and qualifying script, don't try to wing it
  • Focus on the results that your product produces, expect some strategic questions in return
  • Come across as a trustworthy professional and be respectful, they usually know their game

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Avoid putting conscious effort into relationship-building
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Michael

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Michael take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Michael

Personality Compatibility


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