Gretchen Howell (Diefenbach)

Enigma
DISC Type : dci

Chief Operating Officer at Southstar

Nashville, Tennessee, United States

Overview

Gretchen has no verified overview

Personality Overview

Challenger

Hard To Convince

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

Gretchen has no verified topics they care about

Media Appearances

Gretchen has no verified media appearances

Work History

1-2025
Chief Operating Officer at Southstar
7-2021 - 1-2025
Senior Vice President at Southstar
1-2014 - 1-2025
Vice President at Southstar
6-2009 - 12-2013
COO at Taigan.com
1-2005 - 6-2009
President at Incite Solutions

Education

1985 - 1989
Marketing from S.I. Newhouse School of Public Communications at Syracuse University
2020 - 2022
Public Leadership Credential from Harvard University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Nashville, Tennessee, United States Job Level : Leadership Designation : Chief Operating Officer at Southstar
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Insights For Selling To Gretchen

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • 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 Gretchen is

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

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

Insights For Deal Planning

    How fast (or slow) will Gretchen move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Gretchen 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 Gretchen

Personality Compatibility


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