Andrew Heard

Questioner
DISC Type : c

Senior Director, Business Technology at IEEE

Chatham, New Jersey, United States

Overview

Andrew has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Cautious & Analytical

They prefer to analyze every situation thoroughly.
  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Andrew has no verified topics they care about

Media Appearances

Andrew has no verified media appearances

Work History

6-2025
Senior Director, Business Technology at IEEE
1-2016 - 9-2025
Senior Director, IT Business Partner at IEEE
2-2008 - 2-2017
Principal at AcceptIO
7-2011 - 1-2016
Head, Global Marketing IT at Mars
2010 - 7-2011
Senior Vice President at Optimal Effect Inc.

Education

1991 - 1993
MBA from The Wharton School
1984 - 1986
MS from Rensselaer Polytechnic Institute

More Information

Social Presence :

Prographics :

Exp : 39 Location : Chatham, New Jersey, United States Job Level : Senior Designation : Senior Director, Business Technology at IEEE
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Insights For Selling To Andrew

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andrew 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 Andrew

  • 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 Andrew move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Andrew take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Andrew

Personality Compatibility


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