Karen Caterino

Examiner
DISC Type : cs

Senior Vice President, Public Entity/Education/Pooling Practice at Alliant

United States

Overview

Karen has no verified overview

Personality Overview

Unexpressive

Late Adopter

Process Oriented

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They do not like taking risks at all and go for proven options in the end. Being observant comes to them naturally.

Topics They Care About

Karen has no verified topics they care about

Media Appearances

Karen has no verified media appearances

Work History

7-2021
Senior Vice President, Public Entity/Education/Pooling Practice at Alliant
10-2019 - 7-2021
Public Entity|Education Center of Excellence Leader - West at Willis Towers Watson
2-2017 - 6-2019
Vice President Client Services, Pharmacy Solutions at Mitchell International
5-2016 - 1-2017
Vice President, Strategic Solutions at ODG® / Work Loss Data Institute
1-2012 - 2-2016
Vice President National Sales, Pharmacy Solutions at Healthcare Solutions

Education

BA from Roanoke College
MBA from University of Phoenix

More Information

Social Presence :

Prographics :

Exp : 21 Location : United States Job Level : Leadership Designation : Senior Vice President, Public Entity/Education/Pooling Practice at Alliant
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Insights For Selling To Karen

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Karen is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Karen

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Karen move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Karen take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Karen

Personality Compatibility


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