Xerxes M.

Critic
DISC Type : C

Director of IT Innovation and Strategy at Morgan, Lewis & Bockius LLP

Princeton, New Jersey, United States

Overview

Xerxes has no verified overview

Personality Overview

Information Seeker

Precise

Critic

They like to take decisions independently and do not seek others' support often.  Unless the value is proven by data, they are unlikely to value fancy features. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Xerxes has no verified topics they care about

Media Appearances

Xerxes has no verified media appearances

Work History

10-2022
Director of IT Innovation and Strategy at Morgan, Lewis & Bockius LLP
6-2015 - 10-2022
Director of Service Delivery and Program Management at Morgan, Lewis & Bockius LLP
2-2015 - 5-2015
Founder and Managing Director at Mobyzap
8-2013 - 1-2015
Director, Enterprise QA at InfoStretch Corporation
6-2010 - 7-2013
Group Senior Quality Assurance Manager, Information Technology at International SOS

Education

2021 - 2021
Other from University of California, Berkeley, Haas School of Business
2020 - 2020
Other; Certificate in Entrepreneurship Essentials from Harvard Business School Online

More Information

Social Presence :

Prographics :

Exp : 19 Location : Princeton, New Jersey, United States Job Level : Mid-senior Designation : Director of IT Innovation and Strategy at Morgan, Lewis & Bockius LLP
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Insights For Selling To Xerxes

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Xerxes is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Xerxes

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Xerxes move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Xerxes take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Xerxes

Personality Compatibility


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