Andrea Keck

Observer
DISC Type : ic

Information Technology Process Manager at AEB

Stuttgart Region, Germany

Overview

Andrea has no verified overview

Personality Overview

Example Seeker

Curious

Assertive

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They often ask many questions and rely heavily on information and documentation. They are generally strong communicators and are not easy to convince.

Topics They Care About

Andrea has no verified topics they care about

Media Appearances

Andrea has no verified media appearances

Work History

9-2021
Information Technology Process Manager at AEB
4-2015 - 7-2021
Sales Compensation Design & Planning at HP
4-2012 - 4-2015
Sales Program & Process Manager at HP
3-2011 - 3-2012
EMEA Business Planner Inkjet Supplies at HP
11-2009 - 2-2011
EMEA Business Analyst Inkjet Printers at HP

Education

1990 - 1997
Master of Business Administration (M.B.A.) from University of Stuttgart
1993 - 1994
MBA from University of Massachusetts Dartmouth

More Information

Social Presence :

Prographics :

Exp : 27 Location : Stuttgart Region, Germany Job Level : Middle Designation : Information Technology Process Manager at AEB
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Insights For Selling To Andrea

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Be prepared for a lot of questions, answer them objectively
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andrea is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Andrea

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Andrea move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Andrea take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Andrea

Personality Compatibility


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