Michael McSurdy

Wildcard
DISC Type : sci

CEO at Family & Children's Service

Nashville, Tennessee, United States

Overview

Michael has no verified overview

Personality Overview

Requires Proof

ROI Driven

Curious But Skeptical

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

2011
CEO at Family & Children's Service
5-2004 - 4-2011
VP for Programs at Oasis Center, Inc.
2001 - 2004
Director of Foster Care and Adoption Services at TN Department of Children's Services
1994 - 2001
Director of Foster Care, Adoption Training at University of Tennessee-- College of Social Work
1987 - 1989
student at University of Louisville Graduate School

Education

2007 - 2009
MBA from Vanderbilt University Owen Graduate School of Management
1987 - 1989
M.A. from University of Louisville

More Information

Social Presence :

Prographics :

Exp : 35 Location : Nashville, Tennessee, United States Job Level : Leadership Designation : CEO at Family & Children's Service
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Invite them for a social do but don’t rely solely on the relationship
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don’t overhype the product/pitch, keep it measured
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Michael

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Michael take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Michael

Personality Compatibility


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