Stephen Miller

Questioner
DISC Type : c

Director of Failure Analysis at Qorvo, Inc.

High Point, North Carolina, United States

Overview

Stephen has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. 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

4-2019
Director of Failure Analysis at Qorvo, Inc.
7-2004 - 6-2018
Failure Analysis Lab Manager at QORVO (formerly RFMD)
8-2001 - 7-2004
Yield Enhancement at Motorola
4-1997 - 8-2001
Senior Materials Characterization Engineer at Motorola Semiconductor
Yield Enhancement Engineer at Freescale Semiconductor

Education

1992 - 1995
M.S. from University of Florida
1987 - 1992
BS from Florida Atlantic University

More Information

Social Presence :

Prographics :

Exp : 28 Location : High Point, North Carolina, United States Job Level : Mid-senior Designation : Director of Failure Analysis at Qorvo, Inc.
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 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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