Barbara Guerra

Inquirer
DISC Type : dc

SDR at Docusign

São Paulo, São Paulo, Brazil

Overview

Barbara Guerra is a Sales Development Representative at DocuSign with over five years of experience in technology and logistics sales, including roles at Cisco and DHL Express. She holds an MBA in Strategic People Management from FGV and is skilled in Challenger, SPIN, and Sandler sales methodologies.

Passionate about continuous learning, Barbara recently completed her post-graduate degree focusing on the human development of managers, an experience she found transformative. She is resilient and reflective, often sharing insights about the challenges and strategies of a sales career, emphasizing personal growth.

For an MBA assignment, she analyzed the aggressive sales tactics in "The Wolf of Wall Street" to contrast them with a more consultative approach.

Personality Overview

Judgemental

ROI Conscious

Hard To Convince

They can be nudged to make faster decisions by offering what they value.  They respond well to confident salespeople. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Consultative Selling
Her experience is rooted in methodologies like Challenger, SPIN, and Sandler, and she reflects on the importance of understanding client needs over aggressive tactics.
Human-centric Leadership
Recently completed a post-graduate degree in Human Development of Managers, which she described as a transformative experience in understanding people and leadership.
Sales Resilience
She publicly acknowledges the challenges of being an SDR, such as rejection and persistence, highlighting resilience as a key trait for success in the role.

Media Appearances

Barbara has no verified media appearances

Work History

2-2025
SDR at Docusign
1-2024 - 10-2024
SB Partner Seller at Cisco
1-2022 - 12-2023
Sales Account Executive at DHL Express Brasil
8-2021 - 2-2022
Job Rotation Sales Account Executive at DHL Express Brasil
12-2019 - 10-2020
Assistente de aquisições at DHL

Education

3-2024 - 5-2025
MBA em Gestão Estratégica de Pessoas: Desenvolvimento Humano de Gestores from FGV - Fundação Getulio Vargas
9-2023 - 9-2023
Liderança na era das competências from FGV - Fundação Getulio Vargas

More Information

Social Presence :

Prographics :

Exp : 5 Location : São Paulo, São Paulo, Brazil Job Level : Junior Designation : SDR at Docusign
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Insights For Selling To Barbara

During A Call Or A Meeting

DO's

  • Get to the point quickly instead of spending too much time on pleasantries
  • Refer to testimonials from others in similar positions
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Don’t try to be an alpha salesperson, give them equal space
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Barbara is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Barbara

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Barbara move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Barbara take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Barbara

Personality Compatibility


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