Mike Hillhouse

Visionary
DISC Type : Ds

vCIO/CISO Discover Claims at Discover Claims

Lancaster, South Carolina, United States

Overview

Mike has no verified overview

Personality Overview

Early Adopter

Objective Evaluator

Fast But Thoughtful

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

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

6-2021
vCIO/CISO Discover Claims at Discover Claims
1-2017
Principal at CyberSteel Security
3-2018 - 5-2024
CIO/CISO at LDA Holdco at Legacy Data Access
11-2017 - 2-2022
Board Member at Ballantyne IT Professionals, Inc.
3-2017 - 3-2018
Information Security Manager at Coca-Cola Bottling Co. Consolidated

Education

1998 - 1999
Computer Information Systems from McKendree University
1987 - 1999
Associates from Community College of the Air Force

More Information

Social Presence :

Prographics :

Exp : 9 Location : Lancaster, South Carolina, United States Job Level : Middle Designation : vCIO/CISO Discover Claims at Discover Claims
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Stick to your standard pitch and qualifying script, don't try to wing it
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Avoid putting conscious effort into relationship-building
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

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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