Heather Scruggs

Questioner
DISC Type : c

Senior VP of Sales at KanTime Inc.

Northport, Alabama, United States

Overview

Heather has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Price-Sensitive

It is quite likely of them to ask for pricing or other concessions.  They prefer to fully evaluate every situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Heather has no verified topics they care about

Media Appearances

Heather has no verified media appearances

Work History

12-2013
Senior VP of Sales at KanTime Inc.
12-2013
Senior VP of Sales at KanTime Inc.
11-2013
Senior Vice President of Sales at KanTime Inc.
1-2012 - 11-2013
Sr. Configuration Engineer at Allscripts
1-2009 - 1-2012
Care Transition Coordinator for Home Health & Hospice at Alacare Home Health & Hospice

Education

2000 - 2002
Master of Science in Nursing from University of Alabama at Birmingham
1993 - 1996
Bachelor of Science in Nursing from University of Alabama at Birmingham

More Information

Social Presence :

Prographics :

Exp : 19 Location : Northport, Alabama, United States Job Level : Leadership Designation : Senior VP of Sales at KanTime Inc.
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Insights For Selling To Heather

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them

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?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Heather

Personality Compatibility


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