Kathy Sprague

Questioner
DISC Type : c

Senior Account Service Consultant at Blue Cross Blue Shield of Massachusetts

East Weymouth, Massachusetts, United States

Overview

Kathy has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They prefer to analyze every situation thoroughly.


Topics They Care About

Kathy has no verified topics they care about

Media Appearances

Kathy has no verified media appearances

Work History

6-2023
Senior Account Service Consultant at Blue Cross Blue Shield of Massachusetts
7-2021 - 6-2023
Sales Executive, New Sales 500-999 at Blue Cross Blue Shield of Massachusetts
1-2018 - 6-2023
National Sales Support Consultant at Blue Cross Blue Shield of Massachusetts
1-2016 - 1-2018
Account Service Consultant, Municipal Accounts at Blue Cross Blue Sheild of Massachusetts
1-2013 - 1-2016
Provider Service Specialist at Blue Cross Blue Shield of Massachusetts

Education

Bachelor's degree from University of Massachusetts Boston
Associate's degree from Quincy College

More Information

Social Presence :

Prographics :

Exp : 15 Location : East Weymouth, Massachusetts, United States Job Level : Mid-senior Designation : Senior Account Service Consultant at Blue Cross Blue Shield of Massachusetts
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Insights For Selling To Kathy

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kathy is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Kathy

  • 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 Kathy move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Kathy take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Kathy

Personality Compatibility


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