Steve Telford

Examiner
DISC Type : cs

Executive Director, Enterprise Network Services at Morgan Stanley

London, England, United Kingdom

Overview

Steve has no verified overview

Personality Overview

Unexpressive

Status Quo Seeker

Tough To Convince

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They are always well-planned and adopt a systematic approach. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Steve has no verified topics they care about

Media Appearances

Steve has no verified media appearances

Work History

5-2004
Executive Director, Enterprise Network Services at Morgan Stanley
5-2000 - 6-2004
Consultant at ThruPoint
7-1996 - 5-2000
Network Engineer at Panasonic
4-1986 - 7-1997
Employee at British Airways

Education

Steve has no verified education history

More Information

Social Presence :

Prographics :

Exp : 39 Location : London, England, United Kingdom Job Level : Senior Designation : Executive Director, Enterprise Network Services at Morgan Stanley
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Steve

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Steve take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Steve

Personality Compatibility


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