Jennifer Malatesta

Wildcard
DISC Type : sci

Chief Commercial Officer (CCO) at Deloitte

North Wales, Pennsylvania, United States

Overview

Jennifer has no verified overview

Personality Overview

Requires Proof

Curious But Skeptical

ROI Driven

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Jennifer has no verified topics they care about

Media Appearances

Jennifer has no verified media appearances

Work History

6-2022
Chief Commercial Officer (CCO) at Deloitte
2-2004
Principal at Deloitte Advisory
7-1994 - 9-2000
Manager at Arthur Andersen LLP
Vice President at Xansa
Professional Services at EMC

Education

2000 - 2002
MBA from The Wharton School
1990 - 1994
B.S. from Lehigh University

More Information

Social Presence :

Prographics :

Exp : 28 Location : North Wales, Pennsylvania, United States Job Level : Leadership Designation : Chief Commercial Officer (CCO) at Deloitte
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Insights For Selling To Jennifer

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Help them realize that there is no personal risk in making this decision
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don't ask them to move fast, let them take their time and digest all the information
  • 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 Jennifer is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Jennifer

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Jennifer move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Jennifer take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Jennifer

Personality Compatibility


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