Kerry Santoro

Questioner
DISC Type : c

Senior Product Marketing Manager at Discovery Education

Greater Chicago Area, United States

Overview

Kerry has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

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. They prefer to do thorough analysis of any situation.

Topics They Care About

Kerry has no verified topics they care about

Media Appearances

Kerry has no verified media appearances

Work History

Senior Product Marketing Manager at Discovery Education
Product Marketing Consultant at Discovery Education
Product Marketing Manager at Discovery Education
Director of Product Marketing at Benchmark Education Company
Senior Product Marketing Manager at Houghton Mifflin Harcourt

Education

Master of Education - MEd from DePaul University
Bachelor of Arts - BA from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 1 Location : Greater Chicago Area, United States Job Level : Middle Designation : Senior Product Marketing Manager at Discovery Education
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Insights For Selling To Kerry

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
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kerry 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 Kerry

  • 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 Kerry move?

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

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


You And Kerry

Personality Compatibility


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