Mike Carlin

Questioner
DISC Type : c

President, Customer Solutions at Stryker

Greater Kalamazoo Area, United States

Overview

Mike has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  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

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

11-2021
President, Customer Solutions at Stryker
11-2019 - 11-2021
Vice President / General Manager Surgical Technologies (North America and Europe) at Stryker
10-2018 - 11-2019
Vice President / General Manager, Surgical (North America and Europe) at Stryker
8-2016 - 10-2018
Vice President & General Manager Surgical Europe at Stryker
10-2014 - 8-2016
Vice President of Sales, Surgical US at Stryker

Education

1997 - 2001
BA from University of Notre Dame
2011 - 2011
Executive Education Program from Harvard Business School

More Information

Social Presence :

Prographics :

Exp : 23 Location : Greater Kalamazoo Area, United States Job Level : N/A Designation : President, Customer Solutions at Stryker

Interested in

Sports

Varsity Baseball

URL has been copied!

Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike 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 Mike

  • 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 Mike move?

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

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


You And Mike

Personality Compatibility


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