Mike Sullivan

Supporter
DISC Type : s

Vice President Channel Sales at AireSpring

Atlanta Metropolitan Area, United States

Overview

Mike has no verified overview

Personality Overview

Social Proof Driven

Slow To Decisions

Procedural

They are good and approachable with everyone, internally and externally.  They are unlikely to become strong champions as they don't prefer pushing other people. They usually go by the book, following all rules and procedures.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

6-2023
Vice President Channel Sales at AireSpring
2-2021 - 12-2022
Vice President - Channel Sales at Windstream
5-2018 - 2-2021
Regional Vice President, Channel Sales at Fusion Connect
4-2012 - 5-2018
Director of Channel Sales at Birch Communications
12-2010 - 4-2012
Regional Sales Manager, Indirect Channel at Birch Communications

Education

Bachelors from The University of Georgia

More Information

Social Presence :

Prographics :

Exp : 22 Location : Atlanta Metropolitan Area, United States Job Level : Senior Designation : Vice President Channel Sales at AireSpring
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • If possible, connect them to existing customers
  • Use phrases like ‘others say that’, ‘zero risk in’, ‘seen proof of’ etc.
  • Talk about refund and cancellation policy if the need arises

DONT's

  • Don’t use phrases like ‘there might be’, ‘we haven’t yet’, ‘latest technology’ etc.
  • Don’t keep pushing them for a straight answer, just make your own conclusions
  • Avoid saying anything that sounds like a risky proposition

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Low risk, approval of other stakeholders and successful process-based evaluation are most important for them.
  • Will you ever get a clear answer from Mike

  • They don’t say no very often, and can take you around in circles sometimes.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They do not like to rush, so they could be slow in making decisions.
  • Can Mike take some risk or not?

  • They are risk-averse and like to make decisions that others support.

You And Mike

Personality Compatibility


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