Heather Doran

Energizer
DISC Type : I

Director of Sales, K-12 at McGraw Hill

Ocala, Florida, United States

Overview

Heather is a results-driven sales leader at McGraw Hill, specializing in the K-12 education market. She has a proven record of building and mentoring large sales teams to achieve significant revenue targets, such as a recent $105M goal. A graduate of Arizona State University, she is also highly skilled in data analytics and sales operations.

Personality Overview

Full Of Energy

Enthusiastic

Big Picture Person

Unlike C or D types, they are vocal with their opinions but not so much with their questions.  They are always positive and upbeat, so take their promises with a pinch of salt. They are friendly, approachable and love to make new connections.

Topics They Care About

Sales Leadership
Leads, develops, and motivates a large remote team of district managers and sales representatives to consistently attain annual sales goals.
K-12 Education
Her career is focused on selling print and digital curriculum solutions to K-12 districts and schools for major educational publishers.
Team Development
Passionate about coaching and mentoring sales professionals, she focuses on building a culture that promotes collaboration and growth.

Media Appearances

Heather has no verified media appearances

Work History

3-2023
Director of Sales, K-12 at McGraw Hill
4-2018 - 3-2023
District Sales Manager at McGraw Hill
8-2014 - 4-2018
Sales Representative at McGraw Hill
11-2007 - 7-2014
Account Manager at Pearson
1-2007 - 10-2007
Outside Sales Representative at Automatic Data Processing

Education

Bachelor of Education - BEd from Arizona State University

More Information

Social Presence :

Prographics :

Exp : 23 Location : Ocala, Florida, United States Job Level : Mid-senior Designation : Director of Sales, K-12 at McGraw Hill
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Insights For Selling To Heather

During A Call Or A Meeting

DO's

  • Use phrases like ‘people will love’, ‘massive impact’ etc.
  • Share some stories about how you you have helped people in similar positions succeed
  • Talk about their team and how your product will help them do things better and easier

DONT's

  • Don’t be too formal, focus on building comfort and trust
  • Avoid cutting into their flow
  • Avoid overloading them with too much detail

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Heather is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Heather

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Heather move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Heather take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Heather

Personality Compatibility


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