Paul Heelan

Inquirer
DISC Type : cd

Director, Global Sourcing at AMC Networks

New York City Metropolitan Area, United States

Overview

Paul has no verified overview

Personality Overview

Judgemental

Demanding

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They respond well to confident salespeople.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

4-2023
Director, Global Sourcing at AMC Networks
10-2018 - 4-2023
Head of Technology | Market Data Sourcing and Supplier Relationship Management at KPMG
10-2013 - 10-2018
Global Services Category Lead, IT/BPO at BD
12-2009 - 9-2013
Global Category Manager, Technology Solutions at BD
5-2008 - 12-2009
Sr. Strategic Sourcing Consultant at Guardian Life Insurance Company of America

Education

Master of Business Administration (MBA) from Fairfield University
Bachelor of Science (BS) from Fairfield University

More Information

Social Presence :

Prographics :

Exp : 28 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Director, Global Sourcing at AMC Networks
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Get to the point quickly instead of spending too much time on pleasantries
  • Refer to testimonials from others in similar positions

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Don’t expect them to change their mind quickly if they say no once
  • Avoid repeating yourself or making generalizations

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Paul

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • Their decision making speed is somewhere in the middle.
  • Can Paul take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Paul

Personality Compatibility


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