Ray Makela

Trailblazer
DISC Type : DI

Managing Director, Talent Development at SBI, The Growth Advisory

Greater Seattle Area, United States

Overview

Ray Makela is the Managing Director of Talent Development at SBI, with over 30 years of experience in sales performance and organizational change that began at Accenture. An author, speaker, and Forbes contributor, he holds a BA from the University of Washington. People who have worked with him describe him as professional, knowledgeable, and passionate.

Originally from South Seattle, Ray is a former U. S. Navy officer with a lifelong love for water sports, stemming from a childhood spent on Lake Washington. He is an avid outdoorsman who enjoys mountain biking, open water swimming, and trail running. He also served as a Navy ROTC instructor while at USC.

Unique fact: While earning his MPA at the University of Southern California, Ray served as an Offshore Navy Sailing Instructor.

Personality Overview

Values Relationships

Achievement-Oriented

Charismatic

They are more likely to accept new and exciting technologies.  They will fight for you if they come to believe in you. They are charming and can persuade others to support their decisions.

Topics They Care About

Sales Performance
His entire career is dedicated to transforming sales teams into peak performers through customized training, a core mission of his company, Sales Readiness Group.
AI in Sales
Frequently discusses how AI is transforming buyer engagement, sales coaching, and enablement in his recent podcasts and articles, highlighting its importance for future performance.
Sales Management
Authored "The High Impact Sales Manager" and other publications, emphasizing the critical role of investing in and coaching front-line managers to drive sustainable change.

Media Appearances

Scaling Sales and Learning with AI – Ray Makela (SBI, The Growth Advisory). Featured in Intrepid Learning Podcast

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Ray Makela – Managing Director, Talent and Training at SBI, The Growth Advisory (Forbes Councils Profile). Featured in Forbes Councils

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Work History

7-2023
Managing Director, Talent Development at SBI, The Growth Advisory
5-2018 - 7-2023
CEO and Managing Director (SRG, Now part of SBI) at SBI, The Growth Advisory
7-2012 - 5-2018
Chief Customer Officer and Managing Director at SBI, The Growth Advisory
4-2021
Forbes Business Development Council - Official Member at Forbes Business Development Council
9-2019
Curriculum Advisor and Guest Lecturer - Sales Certificate at University of Washington - Michael G. Foster School of Business

Education

1982 - 1986
BA from University of Washington
1990 - 1993
MPA from University of Southern California

More Information

Social Presence :

Prographics :

Exp : 16 Location : Greater Seattle Area, United States Job Level : Mid-senior Designation : Managing Director, Talent Development at SBI, The Growth Advisory

Interested in

Sports

President, Associate Professor of Naval Science, Sigma Phi Epsilon, NROTC Instructor

Health & Outdoor

Navy ROTC Scholarship, Offshore Navy Sailing Instructor

Lifestyle

Author, Forbes Contributor

URL has been copied!

Insights For Selling To Ray

During A Call Or A Meeting

DO's

  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Give them control of the sales process
  • Talk about yourself and some of your achievements at the start of the conversation

DONT's

  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Don’t force involvement of other stakeholders unless it is critical
  • Avoid unnecessary negativity or slowness

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ray is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Ray

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will Ray move?

  • They can reach decisions quickly if they develop trust and confidence in the product.
  • Can Ray take some risk or not?

  • If necessary, they will be ready to take risks.

You And Ray

Personality Compatibility


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