Mike Landry

Questioner
DISC Type : c

Senior Director Of Corporate Sales at TUMI

Longmeadow, Massachusetts, United States

Overview

Mike has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

10-2003
Senior Director Of Corporate Sales at TUMI
Regional Sales Manager, Special Markets at Oneida Ltd.
National Sales Manager, Special Markets at Spalding
National Sales Manager, Premiums at Fruit of the Loom
Inside Sales Manager at Boston Retail Products

Education

1977 - 1984
MBA from Bentley University - McCallum Graduate School of Business
1973 - 1977
BSBA from Stonehill College

More Information

Social Presence :

Prographics :

Exp : 22 Location : Longmeadow, Massachusetts, United States Job Level : Senior Designation : Senior Director Of Corporate Sales at TUMI
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Mike

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Mike take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Mike

Personality Compatibility


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