Mike Paterson

Evaluator
DISC Type : sdc

President / Chief Financial Officer / Group National Sales Manager at Mid-West Family of Companies

Greater Chicago Area, United States

Overview

Mike has no verified overview

Personality Overview

Thorough Evaluator

Hard To Convince

Quality Focused

They are not very likely to become strong advocates of your product or service  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

11-2024
President / Chief Financial Officer / Group National Sales Manager at Mid-West Family of Companies
1-2019 - 11-2024
President / General Manager at Mid-West Family of Companies
6-2013 - 11-2024
General Manager at Mid-West Family of Companies
8-2011 - 6-2013
KSHE-95 General Sales Manager at Emmis Communications
3-2009 - 6-2011
General Sales Manager at Clear Channel Radio

Education

Education details unavailable from Freeport (Ill) High School
Master of Business Administration from University of Houston, C.T. Bauer College of Business

More Information

Social Presence :

Prographics :

Exp : 25 Location : Greater Chicago Area, United States Job Level : Leadership Designation : President / Chief Financial Officer / Group National Sales Manager at Mid-West Family of Companies
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t nudge them to do something by using the logic that others have done the same
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Mike

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Mike take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Mike

Personality Compatibility


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