Elana N.

Observer
DISC Type : ic

Client Manager at Highmark Inc.

Greater Philadelphia, United States

Overview

Elana has no verified overview

Personality Overview

Value Driven

Curious

Example Seeker

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

Elana has no verified topics they care about

Media Appearances

Elana has no verified media appearances

Work History

11-2023
Client Manager at Highmark Inc.
10-2020 - 11-2023
Senior Account Executive at Independence Blue Cross
2-2015 - 10-2020
Account Manager at Aetna, a CVS Health Company
4-2009 - 2-2015
Account Executive at GEHA

Education

B.S. from West Chester University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 17 Location : Greater Philadelphia, United States Job Level : Middle Designation : Client Manager at Highmark Inc.
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Insights For Selling To Elana

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Elana is

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

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

Insights For Deal Planning

    How fast (or slow) will Elana move?

  • They like to analyze well and then make their decisions.
  • Can Elana take some risk or not?

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

You And Elana

Personality Compatibility


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