Steve Riley

Controller
DISC Type : CI

Senior Account Executive at 4Point

Ottawa, Ontario, Canada

Overview

Steve has no verified overview

Personality Overview

Informal Yet Blunt

Late Adopter

Persuasive & Assertive

They ask a lot of questions and rely heavily on information and collaterals.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They are generally strong communicators and are not easy to convince.

Topics They Care About

Steve has no verified topics they care about

Media Appearances

Steve has no verified media appearances

Work History

6-2019
Senior Account Executive at 4Point
8-2014 - 6-2019
Senior Account Executive - Federal and Healthcare at Lexmark Canada Inc.
7-2013 - 8-2014
Account Executive at Verint-Systems
5-2012 - 6-2013
Account Executive at Information Builders (Canada) Inc.
7-2008 - 4-2012
Director Sales and Business Development at The VCAN Group Inc.

Education

1980 - 1984
BA from St. Thomas University (CA)
1985 - 1986
Education and Psychology from Carleton University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Ottawa, Ontario, Canada Job Level : N/A Designation : Senior Account Executive at 4Point
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Persuade objectively how your product will help them achieve their goals
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Steve

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Steve take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Steve

Personality Compatibility


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