Michael O'Connell

Questioner
DISC Type : c

Director, IT Business Applications Engineering at Deltek

Sterling, Virginia, United States

Overview

Michael has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to do thorough analysis of any situation.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

10-2015
Director, IT Business Applications Engineering at Deltek
10-2013 - 10-2015
Software Architect at Old Town IT, LLC
6-2013 - 10-2013
Senior Director, Technical Operations at Avectra
10-2010 - 5-2013
Director of Technical Engineering at Avectra
5-2007 - 10-2010
Software Engineer at Avectra

Education

2008 - 2010
M.S. from George Mason University
2005 - 2010
BS from George Mason University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Sterling, Virginia, United States Job Level : Mid-senior Designation : Director, IT Business Applications Engineering at Deltek
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Michael

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Michael take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Michael

Personality Compatibility


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