Steve Yanko

Enigma
DISC Type : dci

Regional Strategic Sales Director, Hospitality Cloud at Cvent

Atlanta, Georgia, United States

Overview

Steve has no verified overview

Personality Overview

Hard To Convince

Friendly Yet Blunt

Challenger

They are likely to ask many questions and look heavily for supporting proof as well as information.  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

4-2024
Regional Strategic Sales Director, Hospitality Cloud at Cvent
9-2019 - 4-2024
Director, Sales Products at IHG Hotels & Resorts
2-2017 - 9-2019
Director, USA Franchise & Canada, Global Hotel & Owner Solutions at IHG Hotels & Resorts
10-2014 - 1-2017
Director Technology, Business Relationship Management at IHG Hotels & Resorts
5-2005 - 10-2008
System Specialist at SilverBirch Hotels & Resorts

Education

1999 - 2001
Hospitality Management from Vancouver Community College (VCC)

More Information

Social Presence :

Prographics :

Exp : 15 Location : Atlanta, Georgia, United States Job Level : Mid-senior Designation : Regional Strategic Sales Director, Hospitality Cloud at Cvent
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

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

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Steve take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Steve

Personality Compatibility


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