Kelly Lipscomb

Wildcard
DISC Type : ics

Enterprise Named Account Manager at Avaya

Dallas, Texas, United States

Overview

Kelly is a results-oriented Enterprise Account Manager at Avaya with extensive sales experience in unified communication, contact center technologies, and cloud computing from her time at IBM. People who have worked with her describe her as passionate, proactive, and customer-focused.

Based on her education at Saint Louis Universitys campus in Madrid, Spain, she may have an appreciation for international travel and culture. She is focused on understanding client challenges to build a loyal customer base.

She is recognized for her ability to help clients think outside the box to create meaningful solutions.

Personality Overview

Requires Proof

Friendly But Slow

ROI Driven

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Contact Center AI
Her recent activity highlights AI's role in the future of CCaaS, including Avaya's AI-driven automation and dynamic routing to enhance customer and agent experiences.
Unified Communications
Her specialty lies in managing and selling unified communication technologies, aiming to deliver modern team and customer engagement solutions for enterprise clients.
Cloud Adoption
Previously held multiple roles at IBM focused on helping clients develop cloud strategies and leverage IaaS and PaaS delivery models for business transformation.

Media Appearances

Kelly has no verified media appearances

Work History

2-2015
Enterprise Named Account Manager at Avaya
2-2014 - 2-2015
Software Client Leader at IBM
2-2013 - 2-2014
Cloud Business Development Executive at IBM
1-2011 - 2-2013
IBM Cloud Services Representative at IBM
10-2008 - 1-2011
Client Representative at IBM

Education

2004 - 2008
Marketing from Creighton University
2007 - 2007
Education details unavailable from Saint Louis University - Madrid, Spain

More Information

Social Presence :

Prographics :

Exp : 17 Location : Dallas, Texas, United States Job Level : Middle Designation : Enterprise Named Account Manager at Avaya
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Insights For Selling To Kelly

During A Call Or A Meeting

DO's

  • Persuade objectively how your product will help them achieve their goals
  • Be prepared for a lot of questions, answer them objectively
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kelly is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Kelly

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Kelly move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Kelly take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Kelly

Personality Compatibility


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