Sam Kheirallah

Inquirer
DISC Type : dc

Director, Software Development at Cisco Systems

Kanata, Ontario, Canada

Overview

Sam has no verified overview

Personality Overview

Judgemental

Upfront

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They care equally about the product and its potential impact. They respond well to confident salespeople.

Topics They Care About

Sam has no verified topics they care about

Media Appearances

Sam has no verified media appearances

Work History

1-2000
Director, Software Development at Cisco Systems
Senior SW designer / Manager at Newbridge Networks
Senior SW designer at Castelton Networks

Education

1989 - 1991
Masters of Applied Science from University of Waterloo
1977 - 1982
Education details unavailable from College Notre Dame de Jamhour

More Information

Social Presence :

Prographics :

Exp : 26 Location : Kanata, Ontario, Canada Job Level : Mid-senior Designation : Director, Software Development at Cisco Systems
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Insights For Selling To Sam

During A Call Or A Meeting

DO's

  • Stress on the business value that your product offers
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Avoid long winding pitches, stay objective
  • 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 Sam is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Sam

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Sam move?

  • Their decision making speed is somewhere in the middle.
  • Can Sam take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Sam

Personality Compatibility


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