Mike Stokes

Initiator
DISC Type : Di

CEO at Indicator

Auckland, Auckland, New Zealand

Overview

Mike Stokes is the founder and CEO of Indicator, a New Zealand-based sales development company. With a background in business ownership and sales, he focuses on elevating sales performance by developing stronger leaders and processes. He earned a BRS from Lincoln University and is known for his ability to execute and deliver results.

Outside of his direct CEO duties, Mike is deeply invested in understanding and shaping the sales industry. He frequently hosts events, speaks on podcasts, and enjoys welcoming professionals into his own space to foster a sense of community and shared learning among sales leaders.

For the past nine years, Mike has produced the annual "Mood of the Sales Leader" report, a significant research initiative that analyzes trends and challenges for sales leaders across New Zealand and Australia.

Personality Overview

Confident

Friendly Challenger

Conviction Driven

They measure a product on its merit but can be influenced by strong testimonials.  They respond well to objective pitches but also attach some value to relationships. They don’t mind taking a stand if they believe in something.

Topics They Care About

Sales Leadership
His company, Indicator, was founded specifically to address a lack of sales leadership support and development for Australasian companies. He frequently speaks on developing effective sales leaders.
Data-Driven Sales
Publishes the annual "Mood of the Sales Leader" report, showcasing his commitment to using data to understand industry trends, challenges, and performance metrics.
AI in Sales
He foresees AI causing a seismic shift in sales and runs events to help sales teams embrace AI to enhance, not replace, human interaction and gain a competitive edge.

Media Appearances

Sales teams expect a positive turn in late 2025, survey reveals (Mike Stokes, Indicator CEO). Featured in Newstalk ZB – The Mike Hosking Breakfast

See Now

Mike Stokes: Indicator CEO on the survey of sales team leaders and company growth – The Mike Hosking Breakfast. Featured in iHeart Radio

See Now

Work History

3-2015
CEO at Indicator
8-2007 - 12-2014
Director of Sales and Marketing at The Icehouse
2000 - 2007
Managing Director at ARTMOUNT
1998 - 1999
ETC Manager - European Equities at Deutsche Bank
1997 - 1998
Trade Support - Emerging Markets at Bank of America

Education

1991 - 1994
BRS from Lincoln University (NZ)
1986 - 1990
Education details unavailable from Christ's College, Christchurch

More Information

Social Presence :

Prographics :

Exp : 28 Location : Auckland, Auckland, New Zealand Job Level : Leadership Designation : CEO at Indicator
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but insert some anecdotes into it
  • Get them to a point where they are ready to bat for your product internally
  • Acknowledge their status and position during the conversation

DONT's

  • Don’t be very informal even if they are being so themselves
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Mike

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Mike take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Mike

Personality Compatibility


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