Steve Lerach

Pioneer
DISC Type : Dsi

Regional Sales Manager at Exabeam

Greater Minneapolis-St. Paul Area, United States

Overview

Steve has no verified overview

Personality Overview

Decisive But Friendly

Driven But Considerate

Dynamic But Sincere

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  They have the unique ability to win both love and respect from their team (or outsiders) If they are convinced, they can become very strong champions for your product

Topics They Care About

Steve has no verified topics they care about

Media Appearances

Steve has no verified media appearances

Work History

9-2023
Regional Sales Manager at Exabeam
3-2022 - 9-2023
Regional Sales Manager at Cribl
12-2017 - 3-2022
Strategic Account Executive at SailPoint
8-2014 - 12-2017
Regional Sales Manager at LogRhythm
9-2012 - 8-2014
Named Account Manager at Accuvant

Education

Education details unavailable from Century College
1988 - 1996
Rochester from Eastman Kodak Company

More Information

Social Presence :

Prographics :

Exp : 13 Location : Greater Minneapolis-St. Paul Area, United States Job Level : Middle Designation : Regional Sales Manager at Exabeam
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but nurture the relationship too
  • Ask them for a lunch or coffee once some rapport has been established
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it

DONT's

  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t be very informal during the early interactions even if they are being so themselves
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Steve

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They are generally fast movers and can take quick decisions
  • Can Steve take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Steve

Personality Compatibility


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