Katherine Lord Keshavan

Editor
DISC Type : SC

Director of Product Marketing, Agency Success & Training, AVP at Utica National Insurance Group

Greater Burlington Area, United States

Overview

Katherine has no verified overview

Personality Overview

Skeptic

Sometimes Friendly

Slow Buyer

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  The only way to convince them is by showing them examples and ample proof. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Katherine has no verified topics they care about

Media Appearances

Katherine has no verified media appearances

Work History

2-2025
Director of Product Marketing, Agency Success & Training, AVP at Utica National Insurance Group
3-2024 - 2-2025
Agency Success & Training Team Manager at Utica National Insurance Group
3-2011 - 8-2024
Marketing Program Coordinator, Senior Commercial Product Analyst, Sales & Marketing Generalist at Utica National Insurance Group
5-2006 - 9-2010
Vice President, Marketing at People's United Insurance Agency a subsidiary of People's United Bank
6-1989 - 5-2006
Commercial Account Executive at People's United Insurance Agency a subsidiary of People's United Bank

Education

Certified Insurance Counselor (CIC) & Certified Risk Manager (CRM) from National Alliance for Insurance Education & Research
BS from St. Lawrence University

More Information

Social Presence :

Prographics :

Exp : 36 Location : Greater Burlington Area, United States Job Level : Mid-senior Designation : Director of Product Marketing, Agency Success & Training, AVP at Utica National Insurance Group
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Insights For Selling To Katherine

During A Call Or A Meeting

DO's

  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Katherine is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Katherine

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Katherine move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Katherine take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Katherine

Personality Compatibility


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