Ann Whiting

Examiner
DISC Type : sc

State and Local Government Sales- National Account Director at IDC

Boston, Massachusetts, United States

Overview

Ann has no verified overview

Personality Overview

Unexpressive

Overcautious

Process Oriented

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Ann has no verified topics they care about

Media Appearances

Ann has no verified media appearances

Work History

12-2021
State and Local Government Sales- National Account Director at IDC
6-2021 - 12-2021
State & Local Government Client Account Director -Georgia, North Carolina, South Carolina at GCOM Software, LLC
10-2008 - 6-2021
LexisNexis Government Client Manager at LexisNexis
11-2005 - 10-2008
Corporate New Business Account Executive at LexisNexis
5-2003 - 11-2005
Account Manager-Large Law Firm Market at LexisNexis

Education

BS-Marketing Management from Bentley University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Boston, Massachusetts, United States Job Level : Mid-senior Designation : State and Local Government Sales- National Account Director at IDC
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Insights For Selling To Ann

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ann is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Ann

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Ann move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Ann take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Ann

Personality Compatibility


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