Mike Anderson

Enigma
DISC Type : icd

Director, Sales Planning and Performance at S&P Global

United States

Overview

Mike has no verified overview

Personality Overview

Challenger

Persuasive & Assertive

Hard To Convince

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

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

9-2024
Director, Sales Planning and Performance at S&P Global
3-2021 - 11-2023
Head of Sales Enablement at CreditSights
4-2017 - 3-2021
Director, Sales Operations at Gartner
5-2013 - 4-2017
Sales Manager - North America at Greenwich Associates
11-2008 - 5-2013
Regional Account Manager at Sightlines LLC

Education

2004 - 2008
B.S. from University of North Texas

More Information

Social Presence :

Prographics :

Exp : 20 Location : United States Job Level : Mid-senior Designation : Director, Sales Planning and Performance at S&P Global
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

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

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

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Mike 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 Mike

Personality Compatibility


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