Mike Berkland

Observer
DISC Type : ci

Sr Director, Sales at jlb

Greater Minneapolis-St. Paul Area, United States

Overview

Mike has no verified overview

Personality Overview

Curious

Assertive

Value Driven

They are generally strong communicators and are not easy to convince.  They often ask many questions and rely heavily on information and documentation. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

9-2025
Sr Director, Sales at jlb
4-2023 - 9-2025
Sr Sales Manager at Hasbro
1-2022 - 1-2023
Senior Director of Pricing at Camping World
11-2017 - 1-2022
Pricing Strategy Lead at Target
3-2016 - 11-2017
Lead Program Manager - Energy at Target

Education

2008 - 2011
MBA from University of St. Thomas - Opus College of Business
1999 - 2001
Master of Arts (M.A.) from University of St. Thomas

More Information

Social Presence :

Prographics :

Exp : 24 Location : Greater Minneapolis-St. Paul Area, United States Job Level : Senior Designation : Sr Director, Sales at jlb
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Invite them for a social do but don’t rely solely on the relationship
  • Build rapport, it will come handy to handle hard questions later
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Mike

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They like to analyze well and then make their decisions.
  • Can Mike take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Mike

Personality Compatibility


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