Frances Lanzone

Enigma
DISC Type : dic

Senior Manager, Global Executive Relations at Amazon Web Services (AWS)

Great Falls, Virginia, United States

Overview

Frances has no verified overview

Personality Overview

Friendly Yet Blunt

Persuasive & Assertive

Fast Follower

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Frances has no verified topics they care about

Media Appearances

Frances has no verified media appearances

Work History

10-2023
Senior Manager, Global Executive Relations at Amazon Web Services (AWS)
10-2021 - 12-2023
Manager, Global Social Impact, Executive Engagement & Philanthropy (SIEEP) at Amazon Web Services (AWS)
2-2017 - 9-2021
Founder at Chief Social Architects
2-2016 - 2-2017
Director of Social Enterprise at POLITICO
1-2014 - 2-2016
Special Assistant to the Office of Global Engagement at The White House

Education

B.A. from University of Virginia

More Information

Social Presence :

Prographics :

Exp : 16 Location : Great Falls, Virginia, United States Job Level : Middle Designation : Senior Manager, Global Executive Relations at Amazon Web Services (AWS)
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Insights For Selling To Frances

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments, understand the root of their concerns first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frances is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Frances

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Frances move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Frances take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Frances

Personality Compatibility


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