Barbara Horning

Sharpshooter
DISC Type : DC

Sales And Marketing Specialist at Iaia

San Francisco, California, United States

Overview

Barbara is a results-driven marketing account manager with over seven years of expertise in B2C and B2B direct mail. Holding a Mailpiece Design Professional Certification, she has a proven track record of improving efficiency and increasing profits on both the client and agency sides of the business.

Colleagues describe Barbara as hardworking, dedicated, and a fast learner. A Cum Laude graduate from Seton Hall University, she has a passion for fostering growth and has successfully mentored several project managers in her field. Her professional interests include technology leaders like Google and Adobe.

Unique fact: In a previous role, she grew the sales revenue of her top clients by an average of 61% from when she inherited the accounts.

Personality Overview

Precise But Practical

Thorough Evaluator

ROI Driven

They do not care very much about building rapport or relationships.  They are less concerned about the product and more about its potential impact. They like to stay in control of the negotiation or defining of the terms.

Topics They Care About

Direct Mail Strategy
Possesses deep, end-to-end expertise in direct mail, from campaign planning and production coordination to vendor purchasing and postage reconciliation.
Client Partnerships
Focuses on building strong client relationships and understanding customer requirements, leading to significant revenue growth and successful collaborations with clients like OneMain Financial.
Marketing Operations
Excels at streamlining processes to improve efficiency and ROI, with specific experience in budgeting, cost-savings, and purchase order management.

Media Appearances

Barbara has no verified media appearances

Work History

10-2023
Sales And Marketing Specialist at Iaia
1-2022 - 9-2023
Assistant Account Executive at Gunderson Direct Inc.
12-2020 - 12-2021
Direct Mail Marketing Coordinator at SoFi
8-2017 - 10-2020
Account Manager, Preferred Accounts at MSI Marketing (Mailing Systems, Inc.)
1-2016 - 5-2016
Public Relations Intern at BHL Productions, Brittney H Levine

Education

2013 - 2017
Bachelor’s Degree from Seton Hall University

More Information

Social Presence :

Prographics :

Exp : 8 Location : San Francisco, California, United States Job Level : Junior Designation : Sales And Marketing Specialist at Iaia
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Insights For Selling To Barbara

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Refer to testimonials from well-known industry leaders

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Don’t be in a rush to invite them for a social meet and greet
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Barbara is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Barbara

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Barbara move?

  • If convinced, they can reach decisions quite fast.
  • Can Barbara take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Barbara

Personality Compatibility


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