Michael Paling

Questioner
DISC Type : c

APAC Regional Growth Lead - IT Portfolio Management at SoftwareOne

Greater Perth Area, Australia

Overview

Michael has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

4-2023
APAC Regional Growth Lead - IT Portfolio Management at SoftwareOne
1-2019 - 2-2023
ITAM Solution Specialist at SoftwareONE
4-2014 - 12-2018
SPM Business Manager at SoftwareONE
9-2011 - 3-2014
SAM Consultant at SoftwareONE
3-2011 - 9-2011
Partner - Business Development at Objective Group

Education

2006 - 2009
BSc from Prifysgol Aberystwyth University
1997 - 2002
Education details unavailable from Thomas Alleynes

More Information

Social Presence :

Prographics :

Exp : 16 Location : Greater Perth Area, Australia Job Level : Mid-senior Designation : APAC Regional Growth Lead - IT Portfolio Management at SoftwareOne
URL has been copied!

Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • 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

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Michael take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Michael

Personality Compatibility


Other SoftwareOne Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.