Mike Drinkwater

Questioner
DISC Type : c

Sr. Director - Americas Sales at DeleteMe

Greater Boston, United States

Overview

Mike has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

7-2025
Sr. Director - Americas Sales at DeleteMe
11-2024
Member at NH Tech Alliance
5-2024 - 7-2025
Director, Strategic Accounts | East at Cado Security
5-2023 - 5-2024
Director, Key Accounts | Defense & National Security (VMware Carbon Black) at VMware
10-2019 - 5-2023
Manager, Mid-Enterprise Sales (joined VMware via $2.1B Carbon Black acquisition) at VMware

Education

Bachelor’s Degree from Endicott College

More Information

Social Presence :

Prographics :

Exp : 13 Location : Greater Boston, United States Job Level : Senior Designation : Sr. Director - Americas Sales at DeleteMe
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Mike take some risk or not?

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


You And Mike

Personality Compatibility


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