Diane Horton

Evaluator
DISC Type : cds

Acting Director, Centre for Teaching Support and Innovation at University of Toronto

Toronto, Ontario, Canada

Overview

Diane has no verified overview

Personality Overview

Thorough Evaluator

Hard To Convince

Fast But Analytical

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Diane has no verified topics they care about

Media Appearances

Diane has no verified media appearances

Work History

1-2018 - 7-2018
Acting Director, Centre for Teaching Support and Innovation at University of Toronto
7-2015
Associate Professor, Teaching Stream, Department of Computer Science at University of Toronto
Professor, Teaching Stream, Department of Computer Science at University of Toronto
Senior Lecturer, Department of Computer Science at University of Toronto

Education

1983 - 1992
MSc from Department of Computer Science, University of Toronto
1979 - 1983
HBSc from Western University

More Information

Social Presence :

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Exp : 3 Location : Toronto, Ontario, Canada Job Level : N/A Designation : Acting Director, Centre for Teaching Support and Innovation at University of Toronto
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Insights For Selling To Diane

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Diane is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Diane

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Diane move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Diane take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Diane

Personality Compatibility


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