Shiva Pokkula

Questioner
DISC Type : c

Senior Director of Information Technology at FordDirect

Troy, Michigan, United States

Overview

Shiva has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Shiva has no verified topics they care about

Media Appearances

Shiva has no verified media appearances

Work History

7-2018
Senior Director of Information Technology at FordDirect
12-2016 - 7-2018
Cyber Security Manager at Henry Ford Health System
3-2008 - 10-2016
Vice President, Security Architecture, Engineering and Operations at Comerica Bank
9-2007 - 3-2008
Infrastructure & Middleware Engineering Lead at EDS
10-2001 - 9-2007
Lead Unix Server Engineer at Daimler Chrysler

Education

2018 - 2020
Master of Business Administration - MBA from University of Michigan - Stephen M. Ross School of Business
Bachelor's Degree from Osmania University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Troy, Michigan, United States Job Level : Senior Designation : Senior Director of Information Technology at FordDirect
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Insights For Selling To Shiva

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shiva is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Shiva

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Shiva move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Shiva take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Shiva

Personality Compatibility


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