Karen Proff

Questioner
DISC Type : c

VP Strategic Communications & Transformation at Wiley

Munich, Bavaria, Germany

Overview

Karen is the VP of Strategic Communications for Wiley Partner Solutions, with extensive experience in product and portfolio marketing within the research publishing sector. She holds an M. A. from the University of Münster and is described by colleagues as an experienced, strategic, and innovative marketing leader.

Karen is excited about the launch of Wileys new Partner Solutions division, a key area of her current focus.

Personality Overview

Price-Sensitive

Cautious & Analytical

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to fully evaluate every situation. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Strategic Communications
Her current role as VP is focused on strategic communications, highlighted by her enthusiasm for the new Wiley Partner Solutions division.
Product Marketing
She has held multiple VP roles in product and portfolio marketing at Wiley and actively posts about openings on her global product marketing team.
B2B Marketing
Her past responsibilities included direct B2B marketing to the chemistry and pharmaceutical industries.

Media Appearances

Karen has no verified media appearances

Work History

2-2022
VP Strategic Communications & Transformation at Wiley
7-2020 - 4-2022
VP Product Marketing at Wiley
9-2018 - 4-2022
VP Portfolio Marketing at Wiley
9-2015 - 9-2018
VP Marketing, Research Publishing at Wiley
5-2015 - 1-2017
Vice President Author Marketing at Wiley

Education

1981 - 1988
M.A. from University of Münster
1983 - 1984
European Studies from University of East Anglia

More Information

Social Presence :

Prographics :

Exp : 37 Location : Munich, Bavaria, Germany Job Level : Senior Designation : VP Strategic Communications & Transformation at Wiley
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Insights For Selling To Karen

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Karen 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 Karen

  • 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 Karen move?

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

  • Can Karen take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Karen

Personality Compatibility


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