Stephen Marciniak

Questioner
DISC Type : c

Chief Operating Officer / Chief Compliance Officer at MBL Advisors Inc

Charlotte, North Carolina, United States

Overview

Stephen has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

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. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

1-2023
Chief Operating Officer / Chief Compliance Officer at MBL Advisors Inc
1-2012 - 4-2023
Director Of Operations at MBL Advisors Inc.
5-1999 - 1-2012
Advanced Markets Manager at Brian K. Adams & Associates
ASWO - USS Bunker Hill at US Navy

Education

1999 - 2004
Bachelors from Elmira College
1988 - 1992
Bachelors from University of Rochester

More Information

Social Presence :

Prographics :

Exp : 27 Location : Charlotte, North Carolina, United States Job Level : Leadership Designation : Chief Operating Officer / Chief Compliance Officer at MBL Advisors Inc
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen 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 Stephen

  • 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 Stephen move?

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

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Stephen

Personality Compatibility


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