Michael Wilbur

Questioner
DISC Type : c

VP Corp Bus. Dev/Pres. & CEO Cavallo Ventures at Wilbur-Ellis/Cavallo Ventures

San Francisco, California, United States

Overview

Michael has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Not Easily Convinced

They prefer to analyze every situation thoroughly.
  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

5-2017
VP Corp Bus. Dev/Pres. & CEO Cavallo Ventures at Wilbur-Ellis/Cavallo Ventures
1-2016
Cavallo Ventures at Wilbur-Ellis
1-2013
National Director Field Technology at Wilbur-Ellis
8-2014
Vice President - Data Services and Field Technology at Wilbur-Ellis Company
General Manager Imports at Connell Brothers

Education

1990 - 1994
Bachelor of Science (BS) from Boston College
1986 - 1990
Education details unavailable from Cate School

More Information

Social Presence :

Prographics :

Exp : 13 Location : San Francisco, California, United States Job Level : Leadership Designation : VP Corp Bus. Dev/Pres. & CEO Cavallo Ventures at Wilbur-Ellis/Cavallo Ventures
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Michael take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Michael

Personality Compatibility


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