Cathy Highley

Editor
DISC Type : CS

Enterprise Architect at Archer Daniels Midland Company

Decatur, Illinois, United States

Overview

Cathy has no verified overview

Personality Overview

Slow Buyer

Objective Thinker

Late Adopter

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They are always well-planned and adopt a systematic approach. Being observant comes to them naturally.

Topics They Care About

Cathy has no verified topics they care about

Media Appearances

Cathy has no verified media appearances

Work History

2-2018
Enterprise Architect at Archer Daniels Midland Company
6-2014 - 2-2018
IT Manager - SOA COE Lead at Archer Daniels Midland Company
6-2014
Application Development Manager - Global Financials at Archer Daniels Midland Company
Application Development Manager - Plant Applications at Archer Daniels Midland Company
Senior Programmer Analyst at The GSI Group, Inc.

Education

1979 - 1983
BS Business from Eastern Illinois University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Decatur, Illinois, United States Job Level : Mid-senior Designation : Enterprise Architect at Archer Daniels Midland Company
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Insights For Selling To Cathy

During A Call Or A Meeting

DO's

  • Use a presentation with information before getting into a live product walkthrough
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Cathy is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Cathy

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Cathy move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Cathy take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Cathy

Personality Compatibility


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