Lana Whitehead

Questioner
DISC Type : c

Vice President For Enrollment Management at Westminster College (PA)

Canfield, Ohio, United States

Overview

Lana has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

They are more likely than others to negotiate on pricing and terms.  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

Lana has no verified topics they care about

Media Appearances

Lana has no verified media appearances

Work History

8-2024
Vice President For Enrollment Management at Westminster College (PA)
3-2023 - 8-2024
Assistant Vice President, Lifelong Learning at Kent State University
8-2022 - 3-2023
Director, Enrollment Management Strategic Initiatives at Kent State University
7-2021 - 7-2022
Interim Associate Vice President, Enrollment Management Admissions at Kent State University
7-2020 - 6-2021
Director, Enrollment Management Strategic Initiatives at Kent State University

Education

9-1985 - 6-1989
Bachelor of Science - BS from Northwestern University
8-2009 - 5-2011
Master of Science - MS from Youngstown State University

More Information

Social Presence :

Prographics :

Exp : N/A Location : Canfield, Ohio, United States Job Level : N/A Designation : Vice President For Enrollment Management at Westminster College (PA)
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Insights For Selling To Lana

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • 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

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • 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 Lana 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 Lana

  • 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 Lana move?

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

  • Can Lana take some risk or not?

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


You And Lana

Personality Compatibility


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