Michael Kulberg

Inquirer
DISC Type : cd

Senior Director at NTT DATA

New York City Metropolitan Area, United States

Overview

Michael has no verified overview

Personality Overview

Demanding

Upfront

ROI Conscious

They focus on objectivity in a pitch and pay little attention to bells and whistles.  They care equally about the product and its potential impact. 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

10-2025
Senior Director at NTT DATA
6-2021 - 10-2025
Sr. Director, Engagement & Delivery Leader at Salesforce
6-2021 - 8-2025
Director Program Management Office at Salesforce
12-2020 - 6-2021
Associate Partner at IBM
8-2016 - 7-2020
Salesforce Practice Lead at Slalom

Education

1993 - 1998
Bachelor of Science from Miami University
1993 - 1998
Bachelor of Arts from Miami University

More Information

Social Presence :

Prographics :

Exp : 11 Location : New York City Metropolitan Area, United States Job Level : Senior Designation : Senior Director at NTT DATA
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Tell them that you are there to help them create visible impact within their organization
  • Be crisp while making the pitch

DONT's

  • Refrain from asking too many questions
  • Avoid long winding pitches, stay objective
  • Do not give up if they are not convinced, try again with a different approach

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?

  • Their decision making speed is somewhere in the middle.
  • 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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