Michael Passaglia

Enigma
DISC Type : cdi

Lead IT Systems Administrator, IT Platforms at PJM Interconnection

Oreland, Pennsylvania, United States

Overview

Michael has no verified overview

Personality Overview

Friendly Yet Blunt

Challenger

Fast Follower

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince. They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

3-2022
Lead IT Systems Administrator, IT Platforms at PJM Interconnection
3-2018 - 3-2022
Sr. Infrastructure Support Analyst, IT Platforms at PJM Interconnection
3-2008 - 3-2018
Infrastructure Support Analyst, IT Platforms at PJM Interconnection
11-2004 - 3-2008
Senior Server Administrator at Wilmington Finance
11-2000 - 11-2004
IT Support Specialist at Airgas, Inc.

Education

2015 - 2019
Innovation MBA (iMBA) from Thomas Jefferson University
2005 - 2009
BS from Philadelphia University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Oreland, Pennsylvania, United States Job Level : Senior Designation : Lead IT Systems Administrator, IT Platforms at PJM Interconnection
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Michael

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Michael take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Michael

Personality Compatibility


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