Mike Ebner

Captain
DISC Type : SD

Sales Director at Accenture

St Louis, Missouri, United States

Overview

Mike has no verified overview

Personality Overview

Long-Term Thinker

Dynamic But Sincere

Output-Driven

Reading between the lines and seeing beyond your words comes naturally to them.  They exhibit a rare combination of being result-oriented but patient at the same time. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

8-2015
Sales Director at Accenture
7-2012 - 7-2015
Director, Systems Engineering at Netelligent Corporation
7-2010 - 7-2012
Networking Specialty Manager at Insight
8-2008 - 8-2010
Collaboration Specialist at Insight
8-2006 - 8-2008
Sales Engineer at Insight

Education

BA in Business Administration from Truman State University

More Information

Social Presence :

Prographics :

Exp : 30 Location : St Louis, Missouri, United States Job Level : Mid-senior Designation : Sales Director at Accenture
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • During followups, use phone or text if needed, they should be fine
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Mike

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Mike take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Mike

Personality Compatibility


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