Mike Young

Questioner
DISC Type : c

Executive Director of Sales - Healthcare at Communications Engineering Company (CEC)

Appleton, Wisconsin, United States

Overview

Mike has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They prefer to fully evaluate every situation.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

10-2021
Executive Director of Sales - Healthcare at Communications Engineering Company (CEC)
8-2018
General Manager - Healthcare Communications at Communications Engineering Company (CEC)
1-1999 - 8-2018
Senior Account Executive at Northern Musicast, Inc
1-2000 - 1-2001
Head Baseball Coach at (Volunteer) 14-15yr Babe Ruth Baseball
1-2000 - 1-2001
Head Baseball Coach at (Volunteer) 15 yr old Babe Ruth All Star Team

Education

2007 - 2012
Bachelor of Business Administration (B.B.A.) from Marian University of Fond du Lac
1994 - 1995
Associate Degree from Milwaukee Area Technical College

More Information

Social Presence :

Prographics :

Exp : 11 Location : Appleton, Wisconsin, United States Job Level : Senior Designation : Executive Director of Sales - Healthcare at Communications Engineering Company (CEC)
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Mike

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Mike take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Mike

Personality Compatibility


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