Mike Richards

Critic
DISC Type : C

Director of Digital Strategy & Experience at Vyond

Orinda, California, United States

Overview

Mike has no verified overview

Personality Overview

Information Seeker

Critic

ROI Driven

They prefer to do logical analysis and value evidence over emotions.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

7-2022
Director of Digital Strategy & Experience at Vyond
1-2020 - 1-2022
Digital Strategist, Global Brand at Sage
6-2016 - 1-2020
Email Operations Manager at Sage
7-2006 - 8-2013
Sr. Web Systems Architect at Riverbed Technology
6-2005 - 7-2006
Sr. Web Producer at Check Point Software Technologies

Education

1993 - 1995
Bachelor of Science from San Diego State University
1991 - 1993
Associate in Arts from San Diego Mesa College

More Information

Social Presence :

Prographics :

Exp : 26 Location : Orinda, California, United States Job Level : Mid-senior Designation : Director of Digital Strategy & Experience at Vyond
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don’t try too hard to build a relationship with them
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Mike

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Mike take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Mike

Personality Compatibility


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