Paul Santello

Enigma
DISC Type : DIC

Adjunct Professor at Loyola Marymount University

Los Angeles, California, United States

Overview

Paul Santello is a purpose-driven marketing and advertising executive with over 36 years of experience. He now channels his expertise into academia as an Adjunct Professor at Loyola Marymount University and Indiana University. Colleagues and clients describe him as a thoughtful, reliable, and exceptional leader.

Outside of his professional life, he is a dedicated endurance athlete and CrossFitter. His accomplishments include completing 26 marathons and a 545-mile bicycle ride from San Francisco to Los Angeles, often raising funds for charitable causes through these events.

Unique fact: Paul was named the ThinkLA Agency Leader of the Year in 2022 for his leadership, business building, and contributions to the community.

Personality Overview

Friendly Yet Blunt

Challenger

Persuasive & Assertive

They are generally strong communicators and are not easy to convince.  They are likely to ask many questions and look heavily for supporting proof as well as information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Purpose-Driven Work
After a long career in advertising, he is now focused on roles with purpose and community impact, specifically exploring opportunities in academia and the nonprofit sector.
Marketing Education
Passionate about mentoring the next generation, he teaches marketing, media, and analytics at both Loyola Marymount University and Indiana University's Kelley School of Business.
AI in Marketing
He developed and led a bootcamp on the practical applications of AI in marketing, media, and advertising, indicating a strong interest in emerging industry technologies.

Media Appearances

Paul has no verified media appearances

Work History

8-2021
Adjunct Professor at Loyola Marymount University
3-2022 - 9-2025
Vice President, Group Account Director - Marketing and Technology Services at Monks
1-2020 - 10-2024
Adjunct Professor at The Media School - Indiana University
11-2019 - 3-2022
Senior Vice President, Director of Retail Media at RPA
8-2018 - 11-2019
Founder and CEO, Principal Consultant at Gray Matters, LLC

Education

MBA from Indiana University - Kelley School of Business
3-2022 - 3-2022
Certificate from Harvard Business School

More Information

Social Presence :

Prographics :

Exp : 7 Location : Los Angeles, California, United States Job Level : N/A Designation : Adjunct Professor at Loyola Marymount University
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments, understand the root of their concerns first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Paul

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Paul take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Paul

Personality Compatibility


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