Rafael Mercado

Researcher
DISC Type : Cs

Director of Sales International Intermodal at CPKC

Greater Houston, United States

Overview

Rafael has no verified overview

Personality Overview

Process Focused

Perfectionist

ROI Seeker

They do not like taking risks at all and go for proven options in the end.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Rafael has no verified topics they care about

Media Appearances

Rafael has no verified media appearances

Work History

4-2023
Director of Sales International Intermodal at CPKC
1-2015 - 4-2023
AVP Intermodal International at The Kansas City Southern Railway Company
11-2008 - 12-2014
Director Sales & Marketing Intermodal & International Business unit at The Kansas City Southern Railway Company
2-2004 - 10-2008
Sr. Account Manager at GE Commercial Finance
General Director Mexico at Progress Rail Services

Education

1989 - 1994
Bachelor of Science (BS) from Tecnológico de Monterrey
Education details unavailable from Kipling

More Information

Social Presence :

Prographics :

Exp : 22 Location : Greater Houston, United States Job Level : Mid-senior Designation : Director of Sales International Intermodal at CPKC
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Insights For Selling To Rafael

During A Call Or A Meeting

DO's

  • Use a presentation with information before getting into a live product walkthrough
  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories

DONT's

  • Avoid emotional and informal language, stay objective and to the point instead
  • Don’t overhype the product/pitch, keep it measured
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rafael is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Rafael

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Rafael move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Rafael take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Rafael

Personality Compatibility


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