Barb Wixom

Critic
DISC Type : C

Principal Research Scientist at MIT Sloan School of Management

Cornelius, North Carolina, United States

Overview

Barb Wixom is a Principal Research Scientist at MITs Center for Information Systems Research, focusing on how organizations generate business value from data assets. An award-winning scholar with a PhD from the University of Georgia, her research on data monetization and analytics has been widely published and recognized with numerous awards.

Beyond her academic research, Barb is a passionate advocate for data literacy. She actively works to encourage women, young people, and underrepresented populations to pursue careers in data and analytics. She is also a two-time recipient of the University of Virginias All-University Teaching Award, highlighting her dedication to inspiring students.

Interesting fact: Five of her in-depth case studies have placed in the prestigious Society for Information Management Paper Awards competition.

Personality Overview

Precise

Objective Thinker

Critic

Unless the value is proven by data, they are unlikely to value fancy features.  They like to do things independently and don’t look for support from others. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Data Monetization
Her research focus for nearly three decades, culminating in her recent book, "Data Is Everybody's Business: The Fundamentals of Data Monetization. "
Generative AI
Co-authored recent publications on managing Generative AI and is actively researching its impact on business and the workforce.
Data-Driven Transformation
Her work and publications are designed to help organizations, from employees to board members, participate in and guide digital and data-driven transformations.

Media Appearances

Barb has no verified media appearances

Work History

6-2013
Principal Research Scientist at MIT Sloan School of Management
5-2005 - 8-2011
MSMIT Director at University of Virginia McIntire School of Commerce
12-1997 - 5-2013
Associate Professor at University of Virginia McIntire School of Commerce
6-1991 - 8-1994
Senior Consultant at Arthur Andersen Business Consulting

Education

1987 - 1991
Bachelor of Arts (B.A.) from University of Virginia
1994 - 1997
PhD from University of Georgia - Terry College of Business

More Information

Social Presence :

Prographics :

Exp : 29 Location : Cornelius, North Carolina, United States Job Level : Senior Designation : Principal Research Scientist at MIT Sloan School of Management
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Insights For Selling To Barb

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be formal and objective, they will appreciate it more
  • Tell them what ROI they can expect

DONT's

  • Don’t try too hard to build a relationship with them
  • Do not use very emotional or colorful language
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Barb is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Barb

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Barb move?

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

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

You And Barb

Personality Compatibility


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