Michael VanHal

Evaluator
DISC Type : cds

Account Manager at BS&A Software

Lansing, Michigan, United States

Overview

Michael is a seasoned account manager at BS&A Software with over a decade of experience helping municipalities achieve their goals. He holds a Masters degree from Calvin University and certifications in customer success. Colleagues describe him as an "all-around rockstar" and an "out-of-the-box thinker. "

In addition to his career in tech, Michael has experience in academia, having served as an Adjunct Faculty member at Cornerstone University, demonstrating a passion for education and mentorship.

Personality Overview

Quality Focused

Fast But Analytical

Thorough Evaluator

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Municipal Software
His current role at BS&A Software is focused on providing platform solutions to help municipalities across the United States become more efficient and effective.
Customer Success
This is a core focus of his career, with multiple management roles and certifications dedicated to customer onboarding, satisfaction, and growth.
Digital Accessibility
Stemming from his past role as a Sr. Enterprise Customer Success Manager at Level Access, a company focused on helping organizations achieve digital accessibility goals.

Media Appearances

Michael has no verified media appearances

Work History

2-2024
Account Manager at BS&A Software
1-2015
Adjunct Faculty at Cornerstone University
2-2024
Sr. Enterprise Customer Success Manager at Level Access
Customer Success Manager at Verbit.ai
Enterprise Customer Success Manager at Follow Up Boss

Education

2009 - 2011
Master of Arts (M.A.) from Calvin University
2004 - 2008
Bachelor of Arts (B.A.) from Evangel University

More Information

Social Presence :

Prographics :

Exp : 10 Location : Lansing, Michigan, United States Job Level : Middle Designation : Account Manager at BS&A Software
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Michael

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Michael take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Michael

Personality Compatibility


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