Heather McCune

Captain
DISC Type : SD

Vice President Sales Operations at Barron Lighting Group

Glendale, Arizona, United States

Overview

Heather has no verified overview

Personality Overview

Planner & Achiever

Consummate Professional

Output-Driven

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

Heather has no verified topics they care about

Media Appearances

Heather has no verified media appearances

Work History

12-2017
Vice President Sales Operations at Barron Lighting Group
10-2013
Sales Manager at Barron Lighting Group
1-2009
Account Manager at Barron Lighting Group
6-2004 - 5-2008
Senior Account Executive at Merchants Information Solutions

Education

2005 - 2008
Bachelors from University of Phoenix

More Information

Social Presence :

Prographics :

Exp : 21 Location : Glendale, Arizona, United States Job Level : Senior Designation : Vice President Sales Operations at Barron Lighting Group
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Insights For Selling To Heather

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Let them know of potential risks but suggest mitigation methods alongside

DONT's

  • Don't go over them unless you are left with no other option
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Heather is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Heather

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Heather move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Heather take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Heather

Personality Compatibility


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