Mike Pickett

Pioneer
DISC Type : IDS

Head of N. America Business Development, IBM webMethods & Watson.data integration at IBM

San Francisco Bay Area, United States

Overview

Mike has no verified overview

Personality Overview

Friendly But Fast

Dynamic But Sincere

Decisive But Friendly

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  If they are convinced, they can become very strong champions for your product They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

7-2024
Head of N. America Business Development, IBM webMethods & Watson.data integration at IBM
10-2021
Investor at Canvas
7-2021 - 7-2024
Vice President, Growth & Business Development at Software AG
1-2020
Investor at STAR HARBOR
9-2017 - 9-2021
Business Development Advisor at Bigstream

Education

Bachelor of Science (B.S.) from California Polytechnic State University-San Luis Obispo

More Information

Social Presence :

Prographics :

Exp : 8 Location : San Francisco Bay Area, United States Job Level : Mid-senior Designation : Head of N. America Business Development, IBM webMethods & Watson.data integration at IBM
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Showcase existing customers and use case-studies to grab their attention
  • Keep your pitch focused on the impact but nurture the relationship too
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t be very informal during the early interactions even if they are being so themselves
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Mike

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They are generally fast movers and can take quick decisions
  • Can Mike take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Mike

Personality Compatibility


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