Michael Scaglione

Wildcard
DISC Type : sci

SVP and Head of Digital Technology at Northern Trust Corporation

Greater Chicago Area, United States

Overview

Michael has no verified overview

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

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

11-2021
SVP and Head of Digital Technology at Northern Trust Corporation
1-2021 - 10-2021
Senior Director - Global Head of Delivery - Insurance Practice at Capgemini
1-2017 - 12-2020
Managing Director - Digital Technology at United Airlines
2-2014 - 12-2016
Director - Internet Marketing Technology at Allstate
5-2008 - 2-2014
Senior Manager - Senior Delivery Leader at Allstate

Education

Bachelor of Applied Science (B.A.Sc.) from Elmhurst University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Greater Chicago Area, United States Job Level : Leadership Designation : SVP and Head of Digital Technology at Northern Trust Corporation
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Focus on immediate action-items rather than the larger goals
  • Persuade objectively how your product will help them achieve their goals

DONT's

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

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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