Paul Jarvi

Questioner
DISC Type : c

Vice President of Sales at SeaChange

Minneapolis, Minnesota, United States

Overview

Paul has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Systematic

They prefer to do thorough analysis of any situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

6-2022
Vice President of Sales at SeaChange
11-2020 - 6-2022
Director of Business Operations at The Bernard Group, Inc.
4-2013 - 11-2020
Director Enterprise Sourcing and Procurement at United Health Group
2-2004 - 3-2013
Sr. Manager-Print Services at Best Buy
2-2004 - 3-2013
Manager Production Services at Best Buy

Education

2012 - 2012
MBA - Essentials from UMN Carlson School of Management
1988 - 1991
Bachelor of Arts (B.A.) from University of St. Thomas

More Information

Social Presence :

Prographics :

Exp : 22 Location : Minneapolis, Minnesota, United States Job Level : Senior Designation : Vice President of Sales at SeaChange
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Paul

  • 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 Paul move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Paul take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Paul

Personality Compatibility


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