Lynne McCarthy

Examiner
DISC Type : sc

VP, Programmatic TV, Sales at Rocket Fuel Inc.

Greater Chicago Area, United States

Overview

Lynne is a seasoned sales executive specializing in programmatic and advanced television advertising. She has held VP-level roles at Rocket Fuel and dough, Inc. , and previously evangelized advanced TV solutions at Microsoft. She holds a Bachelor of Science from Indiana Universitys Kelley School of Business.

An early innovator in her field, she helped launch a solution at Microsoft that used satellite and set-top box data to target national cable TV campaigns.

Personality Overview

Overcautious

Process Oriented

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Programmatic TV
Her title at Rocket Fuel was VP of Programmatic TV, and she celebrated the company's recognition as a "Serious player in programmatic TV".
Advanced TV Advertising
Her experience dates back to her time at Microsoft, where she specialized in using set-top box data for targeted television campaigns.
Ad Tech Sales
A consistent theme throughout her career, holding senior sales and VP-level positions at multiple advertising technology companies like Microsoft and Rocket Fuel.

Media Appearances

Lynne has no verified media appearances

Work History

1-2016
VP, Programmatic TV, Sales at Rocket Fuel Inc.
3-2015 - 12-2015
VP Sales at dough, Inc.
8-2012 - 2-2015
Midwest Sales Director at Health Guru
8-2010 - 8-2012
Online Video & Advanced TV Sales Specialist - Microsoft TV Network at Microsoft
8-2005 - 8-2010
Senior Account Executive at Microsoft

Education

Bachelor of Science from Indiana University - Kelley School of Business

More Information

Social Presence :

Prographics :

Exp : 20 Location : Greater Chicago Area, United States Job Level : Senior Designation : VP, Programmatic TV, Sales at Rocket Fuel Inc.
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Insights For Selling To Lynne

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lynne is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Lynne

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Lynne move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Lynne take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Lynne

Personality Compatibility


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