Deborah Stuck

Wildcard
DISC Type : sic

Senior Account Executive, US Department of Veterans Affairs at ServiceNow

Leesburg, Virginia, United States

Overview

Deborah has no verified overview

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Deborah has no verified topics they care about

Media Appearances

Deborah has no verified media appearances

Work History

7-2024
Senior Account Executive, US Department of Veterans Affairs at ServiceNow
4-2019
Federal Account Manager, Employee Experience at ServiceNow
12-2008 - 3-2019
Strategic Account Manager at Monster Government Solutions
7-2005 - 12-2008
Account Manager at FedBid
1-2000 - 1-2004
Federal Account Manager at Xerox

Education

1992 - 1996
Bachelor of Arts from Shippensburg University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 24 Location : Leesburg, Virginia, United States Job Level : N/A Designation : Senior Account Executive, US Department of Veterans Affairs at ServiceNow
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Insights For Selling To Deborah

During A Call Or A Meeting

DO's

  • Share testimonials from known people and give multiple examples of product value
  • Ask them questions to understand their needs better while staying affable
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • 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 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 likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Deborah move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Deborah take some risk or not?

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

You And Deborah

Personality Compatibility


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