Kali Whiting

Critic
DISC Type : C

Vice President of Strategic Sales, West Region at Cresta

Miami, Florida, United States

Overview

Kali is a results-driven sales executive with over 20 years of experience at companies including Salesforce and American Express. In her current role as VP of Strategic Sales at Cresta, she focuses on leveraging Generative AI to solve critical business challenges for enterprise clients. She holds an executive education certificate from The Wharton School.



At a previous role, she achieved 249% of her annual sales quota, earning the #1 Sales Representative and Top Performer awards.

Personality Overview

Precise

ROI Driven

Negotiator

They choose to analyze logically and value facts to emotions.  They like to do things independently and don’t look for support from others. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Agentic AI in CX
Currently focused on selling generative AI solutions that help enterprises increase revenue, decrease costs, and improve the overall customer experience.
CX Automation
Showcases a keen interest in innovations that help business leaders strategically identify and implement customer experience automation.
Enterprise Sales Strategy
Has deep expertise in all phases of complex sales cycles, from opportunity identification and value proposition articulation to contract negotiation and closure.

Media Appearances

Kali has no verified media appearances

Work History

11-2024
Vice President of Strategic Sales, West Region at Cresta
3-2021 - 10-2024
Vice President Enterprise Sales at Amperity
3-2019 - 3-2021
Strategic Accounts at Amperity
6-2015 - 2-2019
Key Account Executive, Enterprise Business Unit, Marketing Cloud at Salesforce
10-2013 - 6-2015
Senior Account Executive at Adgooroo at Kantar Media

Education

Executive Education from The Wharton School
Bachelor of Science (B.S.) from Southern Illinois University, Carbondale

More Information

Social Presence :

Prographics :

Exp : 16 Location : Miami, Florida, United States Job Level : Senior Designation : Vice President of Strategic Sales, West Region at Cresta
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Insights For Selling To Kali

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Tell them what ROI they can expect

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Make extra effort to not seem pushy or confrontational
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kali is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Kali

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Kali move?

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

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

You And Kali

Personality Compatibility


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