Steve Lunz

Pioneer
DISC Type : SDI

Director, Sales Enablement at Cohesity

New York, New York, United States

Overview

Steve has no verified overview

Personality Overview

Decisive But Friendly

Friendly But Fast

Driven But Considerate

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 They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Steve has no verified topics they care about

Media Appearances

Steve has no verified media appearances

Work History

7-2021
Director, Sales Enablement at Cohesity
11-2019 - 5-2021
Managing Director at RevenueGen
5-2018 - 10-2019
Chief Sales Officer | SVP, Americas at Imparta
4-2014 - 9-2017
Executive Vice President, Client Development at The Energy Project
4-2011 - 11-2014
Senior Vice President of Sales and Business Development at The Energy Project

Education

B.S. from Penn State University

More Information

Social Presence :

Prographics :

Exp : 22 Location : New York, New York, United States Job Level : Mid-senior Designation : Director, Sales Enablement at Cohesity
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • During followups, use calls or text if needed, they should be fine
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t hesitate from asking questions or pushing them, but take a formal approach

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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