Mike Hansen

Examiner
DISC Type : cs

Director at PwC

Greater Boston, United States

Overview

Mike Hansen is a sales Director at PwC with over 20 years of experience in software and consulting for industries like CPG and Life Sciences. He specializes in strategic sales, supply chain consulting, and digital procurement, holding an MBA from Babson. Colleagues describe him as customer-focused, knowledgeable, and a strong leader.



He was a top sales performer for four consecutive years (FY15-18) during his time at Deloitte.

Personality Overview

Process Oriented

Status Quo Seeker

Late Adopter

Being observant comes to them naturally.  They are always well-planned and adopt a systematic approach. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Supply Chain Evolution
His roles at PwC and Deloitte focus on supply chain and network operations, and he shares content on transforming supply chains with AI-powered insights and real-time data.
Digital Procurement
This is a key listed skill and was a primary focus of his sales leadership roles, helping clients achieve results with procurement solutions from SAP.
CPG Growth Strategies
He shows interest in how consumer packaged goods (CPG) companies can realign spend and fuel profitable growth by rethinking revenue growth management (RGM) by market.

Media Appearances

Mike has no verified media appearances

Work History

8-2024
Director at PwC
8-2018 - 8-2024
Managing Director at Deloitte
9-2014 - 8-2018
Senior Manager at Deloitte
11-2013 - 9-2014
Regional Sales Manager at Anaplan, Inc.
2013 - 11-2013
Vice President SAP Cloud Sales at SAP

Education

1989 - 1991
Master of Business Administration (MBA) from Babson F.W. Olin Graduate School of Business
1980 - 1985
Bachelor of Science (BS) from Northeastern University

More Information

Social Presence :

Prographics :

Exp : 35 Location : Greater Boston, United States Job Level : Mid-senior Designation : Director at PwC
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Be firm in your communication and stay in control

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • 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 are some of the slowest movers and take their time reaching decisions.
  • Can Mike take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Mike

Personality Compatibility


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