Michael Klein

Examiner
DISC Type : cs

Global Vice President - Business Development at Foundever

San Diego Metropolitan Area, United States

Overview

Michael has no verified overview

Personality Overview

Unexpressive

Process Oriented

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

8-2006
Global Vice President - Business Development at Foundever
9-1997 - 8-2006
Vice President Sales and Marketing at CSG International (formerly Prairie Interactive Voice Services)
2-1991 - 9-1997
Regional Manager - Western United States at Sprint
Vice President Sales & Marketing at Horizon Communications
Sr. Industrial Engineer at General Dynamics Corporation

Education

BS from Southern Illinois University, Carbondale

More Information

Social Presence :

Prographics :

Exp : 35 Location : San Diego Metropolitan Area, United States Job Level : Senior Designation : Global Vice President - Business Development at Foundever
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Michael

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Michael take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Michael

Personality Compatibility


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