Mike Morales

Go-getter
DISC Type : d

Senior Business Development Manager at Advanced Technology Systems Company

Washington DC-Baltimore Area, United States

Overview

Mike has no verified overview

Personality Overview

Challenger

Direct & Candid

Vision Oriented

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

8-2025
Senior Business Development Manager at Advanced Technology Systems Company
6-2022 - 7-2025
Group Commander, 316th Security Forces Group at United States Air Force
7-2020 - 6-2022
Chief, Joint Integration Division, Joint Counter Small Unmanned Aircraft Systems Office (JCO) at United States Air Force
7-2019 - 7-2020
Deputy Group Commander, 436th Mission Support Group at United States Air Force

Education

2008 - 2011
Master of Arts (M.A.) from American Military University
6-2012 - 6-2013
Masters from USAF Air Command and Staff College

More Information

Social Presence :

Prographics :

Exp : 6 Location : Washington DC-Baltimore Area, United States Job Level : Middle Designation : Senior Business Development Manager at Advanced Technology Systems Company
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Make sure that you you respond to any queries from them quickly
  • Stress on the business value that your product offers

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Avoid long winding pitches, stay objective
  • Do not give up if they are not convinced, try again with a different approach

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?

  • Their decision making speed is somewhere in the middle.
  • 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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