Adrienne Overcash

Initiator
DISC Type : Di

Area Vice President of Sales at Gartner

Dallas, Texas, United States

Overview

Adrienne Overcash is the Vice President of Technology Sales at Gartner, where she leads teams focused on the North American banking and financial services industry. She specializes in advising CIOs and C-level executives on aligning IT initiatives with company objectives and has been with Gartner for over five years.

She considers watching the success and growth of her team members to be the most rewarding part of her career.

Personality Overview

Friendly Challenger

Conviction Driven

Impact-Oriented

They measure a product on its merit but can be influenced by strong testimonials.  They usually prefer to drive the conversation. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

CIO-Level Strategy
Her role is centered on consulting with CIOs and senior IT leaders in financial services, helping them make critical technology decisions to mitigate risk and save money.
Sales Leadership
Manages multiple sales teams with an $18M contract value portfolio and is actively involved in recruiting experienced salespeople with grit for her teams in Dallas.
Employee Engagement
She has shared content focused on the critical need for organizations to understand and mitigate the business risks associated with employee turnover.

Media Appearances

Adrienne has no verified media appearances

Work History

5-2022
Area Vice President of Sales at Gartner
3-2021 - 5-2022
Sales Manager Financial Services at Gartner
10-2018 - 2-2021
Account Executive - Financial Services at Gartner

Education

2014 - 2018
Education details unavailable from University of South Carolina

More Information

Social Presence :

Prographics :

Exp : 7 Location : Dallas, Texas, United States Job Level : Senior Designation : Area Vice President of Sales at Gartner
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Insights For Selling To Adrienne

During A Call Or A Meeting

DO's

  • Focus on the big picture and the strategic value of your product
  • Keep your pitch focused on the impact but insert some anecdotes into it
  • Look like someone who is on top of their game

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t keep repeating the same information, it could make them impatient
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Adrienne is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Adrienne

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Adrienne move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Adrienne take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Adrienne

Personality Compatibility


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