Mike Zullas

Energizer
DISC Type : I

Managing Partner at Casner & Edwards, LLP

Boston, Massachusetts, United States

Overview

Mike has no verified overview

Personality Overview

Informal

Imaginative

Full Of Energy

They are people oriented, friendly and like creating new connections.  Unlike C or D types, they are vocal with their opinions but not so much with their questions. They are not always early adopters but can be pursuaded by leveraging strong relationships.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

4-2012
Managing Partner at Casner & Edwards, LLP
9-2006 - 4-2012
Partner at Feinberg Hanson LLP
Senior Vice President and General Counsel at m-Qube, Inc.
9-2004 - 10-2005
Deputy General Counsel at Sonus Networks
Assistant General Counsel at Celestica Inc. (Manufacturers’ Services Ltd.)

Education

1986 - 1989
Juris Doctor from Vanderbilt University Law School
1982 - 1986
B.A. from Williams College

More Information

Social Presence :

Prographics :

Exp : 20 Location : Boston, Massachusetts, United States Job Level : Leadership Designation : Managing Partner at Casner & Edwards, LLP
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Share some stories about how you you have helped people in similar positions succeed
  • Invite them for a lunch or a drink/coffee
  • Talk anecdotally about the customer experience that your product offers

DONT's

  • Avoid ifs and buts, don’t talk too much about the risks etc.
  • Don’t push them to make a decision too fast, let them get comfortable first
  • Don’t be too formal, focus on building comfort and trust

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Mike

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Mike take some risk or not?

  • They can accept limited risks, ones that they think will not impact them personally.

You And Mike

Personality Compatibility


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