Michael Smith

Captain
DISC Type : DS

Director of Data Analysis and Strategy at Carrier Enterprise

Sparta, New Jersey, United States

Overview

Michael has no verified overview

Personality Overview

Decisive But Calm

Long-Term Thinker

Dynamic But Sincere

They exhibit a rare combination of being result-oriented but patient at the same time.  Reading between the lines and seeing beyond your words comes naturally to them. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

11-2021
Director of Data Analysis and Strategy at Carrier Enterprise
4-2015 - 11-2021
Director of Technology and Business Development at Carrier Enterprise
4-2011 - 3-2015
Manager of Business Intelligence at Carrier Enterprise
8-2006 - 4-2011
Manager of Customer Service at Carrier Corporation
1-2002 - 8-2006
Web Program Manager at Honeywell Specialty Materials

Education

1-1992 - 10-1994
BS from Fairleigh Dickinson University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Sparta, New Jersey, United States Job Level : Mid-senior Designation : Director of Data Analysis and Strategy at Carrier Enterprise
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Focus on the results that your product produces, expect some strategic questions in return
  • Let them know of potential risks but suggest mitigation methods alongside

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Avoid putting conscious effort into relationship-building
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Michael

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Michael take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Michael

Personality Compatibility


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