Shane Capazorio

Critic
DISC Type : C

Vice President of Sales at Kivoro

United States

Overview

Shane has no verified overview

Personality Overview

ROI Driven

Objective Thinker

Critic

They are quite likely to negotiate on pricing or other key terms.  They prefer to analyze logically and value objective facts over emotions. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Shane has no verified topics they care about

Media Appearances

Shane has no verified media appearances

Work History

1-2026
Vice President of Sales at Kivoro
4-2020 - 1-2026
Corporate Account Executive at Solenis
11-2017 - 4-2020
Director of Sales and Marketing at AeroWest International
6-2002 - 11-2017
Sales Management ~ Paper Technologies at Buckman

Education

1-2022 - 1-2024
Doctor of Business Administration (DBA) from UBIS
2018 - 2019
Masters Specialism in Business Strategy from Edinburgh Business School, Heriot-Watt University

More Information

Social Presence :

Prographics :

Exp : 23 Location : United States Job Level : Senior Designation : Vice President of Sales at Kivoro
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Insights For Selling To Shane

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Tell them what ROI they can expect

DONT's

  • Do not use very emotional or colorful language
  • Make extra effort to not seem pushy or confrontational
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shane is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Shane

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Shane move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Shane take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Shane

Personality Compatibility


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