Kelly Cheng

Questioner
DISC Type : c

Managing Director, Corporate and Investment Banking at Scotiabank

Houston, Texas, United States

Overview

Kelly has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Systematic

They are more likely than others to negotiate on pricing and terms.  They prefer to analyze every situation thoroughly.
 While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Kelly has no verified topics they care about

Media Appearances

Kelly has no verified media appearances

Work History

7-2021
Managing Director, Corporate and Investment Banking at Scotiabank
1-2014 - 6-2021
Managing Director, Capital Markets at Barclays Investment Bank
1-2009 - 1-2014
Director, Liability Management at Barclays Investment Bank
7-2006 - 1-2009
Associate, Esoteric Credit Group (Lehman Brothers) at Barclays Investment Bank
6-2005 - 8-2005
Summer Associate at NBC Universal

Education

2004 - 2006
MBA from Harvard Business School
1996 - 2000
BA from Yale University
1996
Education details unavailable from St Agnes Academy School

More Information

Social Presence :

Prographics :

Exp : 23 Location : Houston, Texas, United States Job Level : Mid-senior Designation : Managing Director, Corporate and Investment Banking at Scotiabank
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Insights For Selling To Kelly

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kelly is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Kelly

  • 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 Kelly move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Kelly take some risk or not?

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


You And Kelly

Personality Compatibility


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