Steven Veneman

Questioner
DISC Type : c

Director Strategic Marketing at Juniper Networks

Greater Boston, United States

Overview

Steven has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Not Easily Convinced

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


Topics They Care About

Steven has no verified topics they care about

Media Appearances

Steven has no verified media appearances

Work History

8-2008
Director Strategic Marketing at Juniper Networks
3-2003 - 8-2008
Product Line Manager at Wind River Systems
8-1996 - 8-2001
Business \ Sales Development at Hewlett-Packard \ Agilent Technologies
Business Development at Lucent Technologies
Associate Staff Engineer at Scientific Atlanta

Education

1987 - 1991
BSEE from University of Hartford

More Information

Social Presence :

Prographics :

Exp : 28 Location : Greater Boston, United States Job Level : Mid-senior Designation : Director Strategic Marketing at Juniper Networks
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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
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

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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