Michael Lehrfeld

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DISC Type : dc

Chief Information Security Officer | Associate CIO at East Tennessee State University

Johnson City, Tennessee, United States

Overview

Michael has no verified overview

Personality Overview

Demanding

ROI Conscious

Upfront

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

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

4-2022
Chief Information Security Officer | Associate CIO at East Tennessee State University
1-2017
Cybercrime Task Force Member at Federal Bureau of Investigation (FBI)
9-2013 - 6-2022
Insider Risk and Privacy Office Leadership at Eastman Chemical Company
8-2020 - 4-2022
Executive Director, Center for Cyber Excellence at Liberty University
7-2010 - 7-2020
Associate Professor of Computer Science at East Tennessee State University

Education

2006 - 2009
Doctor of Philosophy – PhD from Nova Southeastern University
1996 - 2000
Master of Science – MS from Hood College

More Information

Social Presence :

Prographics :

Exp : 15 Location : Johnson City, Tennessee, United States Job Level : Leadership Designation : Chief Information Security Officer | Associate CIO at East Tennessee State University
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Stress on the business value that your product offers

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Don’t expect them to change their mind quickly if they say no once
  • Refrain from asking too many questions

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?

  • They are neither the fastest decision makers nor the slowest.
  • 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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