Steven Mah

Questioner
DISC Type : c

Marketing Director at Oracle

Selangor, Malaysia

Overview

Steven has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Systematic

They prefer to analyze every situation thoroughly.
  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Steven has no verified topics they care about

Media Appearances

Steven has no verified media appearances

Work History

6-2017
Marketing Director at Oracle
3-2017 - 6-2017
Product Marketing Manager at Microsoft
7-2012 - 3-2017
Regional GTM Marketing Manager - Commercial & Public Sector (SEA) at Hewlett-Packard (M) Sdn Bhd
11-2009 - 6-2012
Country Marketing Manager - Technology Services at Hewlett-Packard (M) Sdn Bhd
3-2004 - 11-2009
Marketing Manager at IBM

Education

2000 - 2003
Bachelor's degree from Informatics College

More Information

Social Presence :

Prographics :

Exp : 21 Location : Selangor, Malaysia Job Level : Mid-senior Designation : Marketing Director at Oracle
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steven is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Steven

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Steven move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Steven take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Steven

Personality Compatibility


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