Courtney Paulk

Critic
DISC Type : C

President; Chair of Litigation Section at Hirschler Fleischer

Richmond, Virginia, United States

Overview

Courtney has no verified overview

Personality Overview

Objective Thinker

Negotiator

ROI Driven

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to do logical analysis and value evidence over emotions. They enjoy working alone and do not rely on others very often.

Topics They Care About

Courtney has no verified topics they care about

Media Appearances

Courtney has no verified media appearances

Work History

2002
President; Chair of Litigation Section at Hirschler Fleischer
9-2000 - 1-2002
Judicial Law Clerk at Alexandria Circuit Court

Education

1997 - 2000
J.D. from University of Richmond School of Law
1990 - 1992
BA from Mary Washington College

More Information

Social Presence :

Prographics :

Exp : 25 Location : Richmond, Virginia, United States Job Level : N/A Designation : President; Chair of Litigation Section at Hirschler Fleischer
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Insights For Selling To Courtney

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be formal and objective, they will appreciate it more

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Do not use very emotional or colorful language

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Courtney is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Courtney

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Courtney move?

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

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

You And Courtney

Personality Compatibility


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