Steven Courtney

Examiner
DISC Type : sc

Sr. Account Manager, Mid-Market Team Eastern/Central Region at LogMeIn

Clifton, Virginia, United States

Overview

Steven has no verified overview

Personality Overview

Tough To Convince

Overcautious

Process Oriented

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Steven has no verified topics they care about

Media Appearances

Steven has no verified media appearances

Work History

10-2017
Sr. Account Manager, Mid-Market Team Eastern/Central Region at LogMeIn
4-2010 - 10-2017
Sr. Account Manager at Carousel Industries
1-1999 - 3-2010
Sr. Account Manager at Shared Technologies
1979 - 1982
Sales Rep at Bell Alantic Meridian Systems

Education

8-1974 - 11-1976
Bachelor of Business Administration - BBA from Montgomery College

More Information

Social Presence :

Prographics :

Exp : 31 Location : Clifton, Virginia, United States Job Level : Middle Designation : Sr. Account Manager, Mid-Market Team Eastern/Central Region at LogMeIn
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steven is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Steven

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Steven move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Steven take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Steven

Personality Compatibility


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