Kay Shaw

Questioner
DISC Type : c

Sales and Marketing Manager at Mactrap

New Zealand

Overview

Kay has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Kay has no verified topics they care about

Media Appearances

Kay has no verified media appearances

Work History

4-2021
Sales and Marketing Manager at Mactrap
8-2018 - 4-2021
Business Development at Datacom
1-2016 - 8-2018
VP Channel Enablement at Virsae
5-2013 - 1-2016
Channel Director at Virsae
3-2013 - 5-2013
Senior Propositions Manager at Telecom New Zealand

Education

1994 - 1996
B Coms from University of Auckland
1984 - 1988
Sergeants Exams from New Zealand Police

More Information

Social Presence :

Prographics :

Exp : 15 Location : New Zealand Job Level : Middle Designation : Sales and Marketing Manager at Mactrap
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Insights For Selling To Kay

During A Call Or A Meeting

DO's

  • 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
  • Back up any claims with data and numbers

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kay 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 Kay

  • 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 Kay move?

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

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


You And Kay

Personality Compatibility


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