Peter Zappala

Enigma
DISC Type : dci

Vice President - Specialty Sales at New Balance Athletic Shoe

Suffolk County, Massachusetts, United States

Overview

Peter Zappala serves as the Vice President of Specialty Sales at New Balance, where he leads the US specialty and Canadian wholesale channels. His career is marked by significant sales restructuring, including transitioning the sales force from independent representatives to in-house account managers. He holds a Masters in Sports Management from The Ohio State University.

There is no publicly available information about Peters personal life or hobbies outside of his professional accomplishments and educational background at The Ohio State University and the University of New Hampshire.

He successfully created and implemented a new sales structure, a key initiative that reshaped the companys sales approach.

Personality Overview

Friendly Yet Blunt

Hard To Convince

Fast Follower

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  They are generally strong communicators and are not easy to convince.

Topics They Care About

Sales Leadership
As a multi-time Vice President of Sales, he has a long history of leading sales teams, managing key accounts, and shaping sales structures at New Balance.
Channel Management
His roles have consistently involved leading channel sales managers and overseeing specialty channels, including lifestyle, military, and off-price retailers.
Career Development
He has shared content related to management and career transitioning, indicating an interest in professional growth and development for his teams.

Media Appearances

Peter has no verified media appearances

Work History

Vice President - Specialty Sales at New Balance Athletic Shoe
6-2007 - 12-2009
Vice Present Key Account Sales at New Balance Athletic Shoe
5-2006 - 6-2007
Vice President US Sales at New Balance Athletic Shoe

Education

1980 - 1981
MA from The Ohio State University
1976 - 1980
BS from University of New Hampshire

More Information

Social Presence :

Prographics :

Exp : 3 Location : Suffolk County, Massachusetts, United States Job Level : Senior Designation : Vice President - Specialty Sales at New Balance Athletic Shoe
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Insights For Selling To Peter

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Peter is

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

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

Insights For Deal Planning

    How fast (or slow) will Peter move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Peter 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 Peter

Personality Compatibility


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