Mike Edwards, CISSP

Editor
DISC Type : CS

President at AFCEA Gold Vault Chapter - Fort Knox

Daytona Beach, Florida, United States

Overview

Mike has no verified overview

Personality Overview

Fact-Driven

Late Adopter

Sometimes Friendly

They do not like taking risks at all and go for proven options in the end.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

12-2010 - 12-2012
President at AFCEA Gold Vault Chapter - Fort Knox
3-2010
President, CEO at Case Foundation Systems
10-1983
Enterprise Architect/ISSM at Peraton

Education

Computer Science from University of Kentucky

More Information

Social Presence :

Prographics :

Exp : 29 Location : Daytona Beach, Florida, United States Job Level : Leadership Designation : President at AFCEA Gold Vault Chapter - Fort Knox
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories

DONT's

  • Avoid emotional and informal language, stay objective and to the point instead
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Mike

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Mike take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Mike

Personality Compatibility


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