Michael Liggera

Researcher
DISC Type : Cs

Vice President, Client Services at Keystone Information Systems

Philadelphia, Pennsylvania, United States

Overview

Michael has no verified overview

Personality Overview

Detail Oriented

Cost Conscious

Soft Communicator

They are always well-planned and adopt a systematic approach.  They are quite aware of their needs and limitations, so they are unlikely to over-promise. 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

3-2007
Vice President, Client Services at Keystone Information Systems
8-2003 - 3-2007
Associate at Zarwin Baum
1999 - 2002
Business Consultant at Scient

Education

9-2002 - 5-2005
JD from Temple University - James E. Beasley School of Law
9-1995 - 6-1999
BA from Princeton University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Philadelphia, Pennsylvania, United States Job Level : Senior Designation : Vice President, Client Services at Keystone Information Systems
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Actively address their concerns around change, risk, and acceptance by users
  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

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 are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

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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