Heidi Fournier Kelly

Inquirer
DISC Type : dc

Strategic Customer Success Manager at Varicent

Toronto, Ontario, Canada

Overview

Heidi has no verified overview

Personality Overview

ROI Conscious

Judgemental

Hard To Convince

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Heidi has no verified topics they care about

Media Appearances

Heidi has no verified media appearances

Work History

1-2020
Strategic Customer Success Manager at Varicent
10-2013 - 12-2019
Senior Customer Success Manager - SPM/ICM part of Watson Financial at IBM (formerly Varicent Software)
4-2011 - 10-2013
Senior Client Executive at Varicent (acquired by IBM)
10-2006 - 4-2010
Senior Solution Architect - Sales at Infor (formerly Workbrain)
7-2005 - 10-2006
Project Manager at Workbrain (acquired by Infor)

Education

Bachelor of Science - BS from Concordia University
Honours from Information Technology Institute (ITI)

More Information

Social Presence :

Prographics :

Exp : 24 Location : Toronto, Ontario, Canada Job Level : Middle Designation : Strategic Customer Success Manager at Varicent
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Insights For Selling To Heidi

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Stress on the business value that your product offers
  • Highlight the competitive differentiation of your product

DONT's

  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Heidi is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Heidi

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Heidi move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Heidi take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Heidi

Personality Compatibility


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