Mike Viola

Evaluator
DISC Type : Sdc

Director of IT Strategic Sourcing at Cambium Learning Group

Denver, Colorado, United States

Overview

Mike has no verified overview

Personality Overview

Thorough Evaluator

Fast But Analytical

Quality Focused

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

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

10-2024
Director of IT Strategic Sourcing at Cambium Learning Group
5-2022 - 5-2024
Senior Strategic Sourcing Manager at Guild Education
7-2021 - 5-2022
Senior Sourcing Manager at Salesforce
9-2020 - 7-2021
Category Manager - BizTech and Engineering at Slack
3-2016 - 9-2020
IT Category Manager at University of Colorado

Education

2003 - 2007
Bachelor of Science (B.S.) from New York University

More Information

Social Presence :

Prographics :

Exp : 9 Location : Denver, Colorado, United States Job Level : Mid-senior Designation : Director of IT Strategic Sourcing at Cambium Learning Group
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

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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