Heather Morrison

Questioner
DISC Type : c

Project & Event Manager P&C Communications at SAP

Walldorf, Baden-Württemberg, Germany

Overview

Heather has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Cautious & Analytical

They prefer to analyze every situation thoroughly.
  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Heather has no verified topics they care about

Media Appearances

Heather has no verified media appearances

Work History

10-2022
Project & Event Manager P&C Communications at SAP
12-2020 - 9-2022
Head of Global SAP Experience Center Execution at SAP
11-2018 - 11-2020
Head of SAP Experience Center Walldorf at SAP
5-2016 - 10-2018
Regional Head of Innovation & Experience Marketing Europe at SAP
1-2014 - 4-2016
Marketing Director for Strategic Solutions MEE at SAP

Education

1995 - 2000
Diplom from Fachhochschule Worms

More Information

Social Presence :

Prographics :

Exp : 25 Location : Walldorf, Baden-Württemberg, Germany Job Level : Middle Designation : Project & Event Manager P&C Communications at SAP
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Insights For Selling To Heather

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Heather is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Heather

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Heather move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Heather take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Heather

Personality Compatibility


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