Dana Hicklin

Questioner
DISC Type : c

IT Security Program Manager at State of Tennessee

Nashville, Tennessee, United States

Overview

Dana has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Dana has no verified topics they care about

Media Appearances

Dana has no verified media appearances

Work History

1-2025
IT Security Program Manager at State of Tennessee
10-2018
IT Security Program Specialist at State of Tennessee
9-2011 - 10-2018
Information Systems Analyst at State of Tennessee

Education

2002 - 2006
Bachelor's degree from Western Kentucky University

More Information

Social Presence :

Prographics :

Exp : 14 Location : Nashville, Tennessee, United States Job Level : Middle Designation : IT Security Program Manager at State of Tennessee
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Insights For Selling To Dana

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dana is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Dana

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Dana move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Dana take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Dana

Personality Compatibility


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