Mike Harper

Inquirer
DISC Type : cd

Client Account Executive at Tangoe

Phoenix, Arizona, United States

Overview

Mike has no verified overview

Personality Overview

Upfront

Hard To Convince

ROI Conscious

They care equally about the product and its potential impact.  They don’t always try to control the conversation but neither do they like yielding it fully. They respond well to confident salespeople.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

8-2023
Client Account Executive at Tangoe
1-2021 - 8-2023
Account Director at Lumen Technologies
3-2019 - 1-2021
Regional Account Manager at Lumen Technologies
2014
Member, Board of Directors/Shareholder at Nsight
10-2007 - 12-2018
Global Account Manager at CenturyLink

Education

Bachelor of Arts - BA from University of Minnesota
Master of Science - MS from Saint Mary's University of Minnesota

More Information

Social Presence :

Prographics :

Exp : 26 Location : Phoenix, Arizona, United States Job Level : N/A Designation : Client Account Executive at Tangoe
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Refer to testimonials from others in similar positions

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Avoid long winding pitches, stay objective
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Mike

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Mike take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Mike

Personality Compatibility


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