Deborah Shands

Observer
DISC Type : ic

Senior Computer Scientist at SRI International

Redwood City, California, United States

Overview

Deborah has no verified overview

Personality Overview

Example Seeker

Curious

Assertive

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They often ask many questions and rely heavily on information and documentation. They are generally strong communicators and are not easy to convince.

Topics They Care About

Deborah has no verified topics they care about

Media Appearances

Deborah has no verified media appearances

Work History

1-2018 - 1-2026
Senior Computer Scientist at SRI International
9-2014 - 9-2017
Program Director at National Science Foundation
9-2004 - 11-2017
Senior Engineering Specialist at The Aerospace Corporation
11-1996 - 8-2004
Senior Security Engineer at Trusted Information Systems, Inc./Network Associates, Inc./McAfee, Inc.
4-1996 - 11-1996
Senior Systems Security Engineer at SAIC

Education

Ph.D. from The Ohio State University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Redwood City, California, United States Job Level : N/A Designation : Senior Computer Scientist at SRI International
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Insights For Selling To Deborah

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Build rapport, it will come handy to handle hard questions later
  • Help them realize that there is no personal risk in making this decision

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Deborah is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Deborah

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Deborah move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Deborah take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Deborah

Personality Compatibility


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