Jessica Heppen

Questioner
DISC Type : c

President and CEO at American Institutes for Research

Washington, District of Columbia, United States

Overview

Jessica has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Jessica has no verified topics they care about

Media Appearances

Jessica has no verified media appearances

Work History

1-2024
President and CEO at American Institutes for Research
1-2023 - 1-2024
President at American Institutes for Research
1-2020 - 1-2023
Senior Vice President at American Institutes for Research
10-2016 - 1-2020
Vice President, Research & Evaluation at American Institutes for Research
10-2014 - 9-2016
Managing Director at American Institutes for Research

Education

1998 - 2003
Doctor of Philosophy (Ph.D.) from Rutgers University–New Brunswick
1998 - 2000
Master's degree from Rutgers University–New Brunswick

More Information

Social Presence :

Prographics :

Exp : 21 Location : Washington, District of Columbia, United States Job Level : Leadership Designation : President and CEO at American Institutes for Research
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Insights For Selling To Jessica

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jessica is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Jessica

  • 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 Jessica move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Jessica take some risk or not?

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


You And Jessica

Personality Compatibility


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