Mike Callahan

Inquirer
DISC Type : cd

Director, AI Solutions, Research and Innovation at Thermo Fisher Scientific

San Diego County, California, United States

Overview

Mike has no verified overview

Personality Overview

Judgemental

Upfront

Demanding

They can be nudged to make faster decisions by offering what they value.  They care equally about the product and its potential impact. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

6-2023
Director, AI Solutions, Research and Innovation at Thermo Fisher Scientific
1-2013 - 6-2023
Associate Director, Digital Engineering at Thermo Fisher Scientific
6-2009 - 12-2012
Sr. IT Leader at Life Technologies
CTO at Metacor
IT Director at Premier, Inc.

Education

MBA from Pepperdine Graziadio Business School
BS from Oregon State University

More Information

Social Presence :

Prographics :

Exp : 16 Location : San Diego County, California, United States Job Level : Mid-senior Designation : Director, AI Solutions, Research and Innovation at Thermo Fisher Scientific
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Get to the point quickly instead of spending too much time on pleasantries
  • Stress on the business value that your product offers
  • Highlight the competitive differentiation of your product

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Refrain from asking too many questions
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Mike

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • Their decision making speed is somewhere in the middle.
  • Can Mike take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Mike

Personality Compatibility


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