Steven Yates

Examiner
DISC Type : cs

Partner, Business Development at Digital Yeo

Greater Chicago Area, United States

Overview

Steven is an enterprise sales leader with over 20 years of experience driving revenue for systems integrators and software firms. He specializes in ERP, AI, and cloud solutions, consistently exceeding multi-million-dollar quotas by securing Fortune 500 accounts across healthcare and manufacturing. People who have worked with him describe him as a great relationship builder.

Outside of his professional life, Steven has a passion for aviation and holds an Instrument Flight Rating for single-engine planes. He is also a graduate of The Second City Conservatory, indicating a likely interest in improvisational comedy and performance.

Unique fact: He is a licensed pilot with an instrument flight rating.

Personality Overview

Overcautious

Status Quo Seeker

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  They are thorough and always follow a systematic approach. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Modern Data Platforms
He recently attended the Snowflake World Tour and shared content about leveraging Microsoft Fabric for real-time insights from Oracle data, showing a focus on modern analytics.
Microsoft AI Solutions
Actively tracks developments in enterprise AI, highlighted by his recent attendance at the Microsoft AI Tour in Chicago.
Healthcare Cloud Adoption
He is focused on helping healthcare organizations in the Midwest modernize their IT infrastructure and leverage cloud solutions for better patient care and data management.

Media Appearances

Steven has no verified media appearances

Work History

1-2014
Partner, Business Development at Digital Yeo
11-2012 - 12-2013
Vice President of Sales at Globant
7-2011 - 10-2012
Partner at Sourcebits

Education

BS from The University of Kansas

More Information

Social Presence :

Prographics :

Exp : 14 Location : Greater Chicago Area, United States Job Level : N/A Designation : Partner, Business Development at Digital Yeo
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • 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

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • 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 Steven is

  • Low-risk, adoption by others are 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 do not like to rush and therefore can be quite slow in their decision-making.
  • Can Steven take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Steven

Personality Compatibility


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