Elaine Cheng

Sharpshooter
DISC Type : CD

Chief Information Officer at Shentel

Charlottesville, Virginia, United States

Overview

Elaine has no verified overview

Personality Overview

ROI Driven

Rigorous & Demanding

Fast But Analytical

They like to stay in control of the negotiation or defining of the terms.  They put a lot of effort into ensuring personal success. They prefer to move quickly, and expect the same from others.

Topics They Care About

Elaine has no verified topics they care about

Media Appearances

Elaine has no verified media appearances

Work History

3-2019
Chief Information Officer at Shentel
3-2011 - 3-2019
Chief Information Officer at CFA Institute
4-2007 - 3-2011
Group VP Technology Business Services at M&T Bank
4-2002 - 4-2007
Administrative VP Retail Operations at M&T Bank
1998 - 2002
Assistant Vice-President at M&T Bank

Education

1999 - 2001
Master of Business Administration (MBA) from University of Rochester - Simon Business School
1991 - 1995
Bachelor of Arts (B.A.) from Vassar College

More Information

Social Presence :

Prographics :

Exp : 27 Location : Charlottesville, Virginia, United States Job Level : Leadership Designation : Chief Information Officer at Shentel
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Insights For Selling To Elaine

During A Call Or A Meeting

DO's

  • Be respectful but crisp
  • Objectively showcase the impact that your product creates
  • Speak about competitive differentiation that your product offers

DONT's

  • Avoid being too verbose
  • Don’t be in a rush to invite them for a social meet and greet
  • Do not back off when challenged, respond with a confident, objective answer instead

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Elaine is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Elaine

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Elaine move?

  • If convinced, they can reach decisions quite fast.
  • Can Elaine take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Elaine

Personality Compatibility


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