Jeff Shilling

Critic
DISC Type : C

Vice President for Advancement at Saint Mary's College of California

San Francisco Bay Area, United States

Overview

Jeff has no verified overview

Personality Overview

Critic

Information Seeker

Negotiator

They enjoy working alone and do not rely on others very often.  They are quite likely to negotiate on pricing or other key terms. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Jeff has no verified topics they care about

Media Appearances

Jeff has no verified media appearances

Work History

2-2025
Vice President for Advancement at Saint Mary's College of California
1-2024
Principal at Shilling Consulting Group
9-2021 - 1-2024
Senior Vice President, Individual Giving at Lucile Packard Foundation for Children's Health
9-2010 - 9-2021
Associate Vice Chancellor, Philanthropy at University of California Santa Cruz
11-2013 - 4-2014
Vice Chancellor, University Relations (Interim) at University of California Santa Cruz

Education

1993 - 1995
Master of Business Administration (M.B.A.) from Butler University
1985 - 1989
Bachelor of Science (BS) from Butler University

More Information

Social Presence :

Prographics :

Exp : 11 Location : San Francisco Bay Area, United States Job Level : Senior Designation : Vice President for Advancement at Saint Mary's College of California
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Insights For Selling To Jeff

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jeff is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Jeff

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Jeff move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Jeff take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Jeff

Personality Compatibility


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