Mike Kapuscienski

Inquirer
DISC Type : cd

VP of Commercial Development at Sermo

New York City Metropolitan Area, United States

Overview

Mike has no verified overview

Personality Overview

ROI Conscious

Upfront

Hard To Convince

They respond well to confident salespeople.  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.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

4-2023
VP of Commercial Development at Sermo
4-2021 - 4-2023
Senior Director, Commercial Development at Sermo
1-2020 - 4-2021
Director, Sales at Sermo
2-2019 - 1-2020
Associate Director, Client Solutions at BioPharm Communications
8-2017 - 1-2019
National Account Manager at Wolters Kluwer Health

Education

2010 - 2013
Bachelor of Business Administration (BBA) from East Stroudsburg University of Pennsylvania
2004 - 2008
Education details unavailable from Notre Dame High school

More Information

Social Presence :

Prographics :

Exp : 11 Location : New York City Metropolitan Area, United States Job Level : Senior Designation : VP of Commercial Development at Sermo
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Make sure that you you respond to any queries from them quickly
  • Highlight the competitive differentiation of your product
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Mike

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • Their decision making speed is somewhere in the middle.
  • Can Mike take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Mike

Personality Compatibility


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