Keller Hoak

Sharpshooter
DISC Type : CD

Senior Director - Tuition Financing Inc. at TIAA

Baltimore City County, Maryland, United States

Overview

Keller has no verified overview

Personality Overview

ROI Driven

Thorough Evaluator

Fast But Analytical

They prefer to be the ones controlling the conversation or defining the terms.  More than the product, they care about the impact of the product. They like to move fast and expect the same from others.

Topics They Care About

Keller has no verified topics they care about

Media Appearances

Keller has no verified media appearances

Work History

1-2019
Senior Director - Tuition Financing Inc. at TIAA
7-2015 - 1-2019
Vice President - Digital Marketing at M&T Bank
10-2012 - 7-2015
Vice President - Integrated Advertising at T. Rowe Price
2007 - 10-2012
Vice President - Digital Advertising at T. Rowe Price
2005 - 2007
Assistant Vice President at T. Rowe Price

Education

Bachelor of Business Administration (B.B.A.) from Ohio University
Master of Business Administration (M.B.A.) from University of Pittsburgh Joseph M. Katz Graduate School of Business

More Information

Social Presence :

Prographics :

Exp : 27 Location : Baltimore City County, Maryland, United States Job Level : Senior Designation : Senior Director - Tuition Financing Inc. at TIAA
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Insights For Selling To Keller

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Objectively showcase the impact that your product creates

DONT's

  • Don’t take too much time in sending them information if they ask for any
  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Keller is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Keller

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Keller move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Keller take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Keller

Personality Compatibility


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