Paul Merlo

Inquirer
DISC Type : cd

Team Lead, Extensibility Engineering at Arista Networks

Ottawa, Ontario, Canada

Overview

Paul has no verified overview

Personality Overview

Demanding

Upfront

ROI Conscious

They focus on objectivity in a pitch and pay little attention to bells and whistles.  They care equally about the product and its potential impact. 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

2-2023
Team Lead, Extensibility Engineering at Arista Networks
5-2022 - 1-2023
EOS Extensibility Engineer at Arista Networks
5-2021 - 5-2022
Software Development Manager at Cisco
1-2013 - 5-2021
Technical Leader, IOS-XE Software Development Team at Cisco
9-2007 - 12-2012
Technical Marketing Engineer, ASR1000 at Cisco

Education

2003 - 2006
M.Eng from University of Ottawa
1993 - 1997
B.Math from University of Waterloo

More Information

Social Presence :

Prographics :

Exp : 25 Location : Ottawa, Ontario, Canada Job Level : Senior Designation : Team Lead, Extensibility Engineering at Arista Networks
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Stress on the business value that your product offers
  • Be crisp while making the pitch
  • Make sure that you you respond to any queries from them quickly

DONT's

  • Refrain from asking too many questions
  • Do not give up if they are not convinced, try again with a different approach
  • Don’t try to be an alpha salesperson, give them equal space

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?

  • They are neither the fastest decision makers nor the slowest.
  • 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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