Kathi Grainger

Critic
DISC Type : C

Manager of Training and Sales Enablement at Wolters Kluwer

Cedar Rapids, Iowa, United States

Overview

Kathi has no verified overview

Personality Overview

Objective Thinker

Precise

Negotiator

They like to take decisions independently and do not seek others' support often.  They prefer to analyze logically and value objective facts over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Kathi has no verified topics they care about

Media Appearances

Kathi has no verified media appearances

Work History

9-2009
Manager of Training and Sales Enablement at Wolters Kluwer
2007 - 2009
Sales Trainer at Thomson Reuters
1989 - 1999
Account Manager, Sales Trainer at McKesson

Education

1978 - 1980
Education details unavailable from University of Denver
9-1980 - 11-1982
Associate of Arts - AA from Scott Community College

More Information

Social Presence :

Prographics :

Exp : 28 Location : Cedar Rapids, Iowa, United States Job Level : Middle Designation : Manager of Training and Sales Enablement at Wolters Kluwer
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Insights For Selling To Kathi

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kathi is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Kathi

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Kathi move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Kathi take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Kathi

Personality Compatibility


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