Mala Malhotra-Ortiz

Critic
DISC Type : C

Executive Director, Fair Practices at Maryland Department of Public Safety & Correctional Services

United States

Overview

Mala has no verified overview

Personality Overview

Critic

Information Seeker

ROI Driven

They prefer to do logical analysis and value evidence over emotions.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Mala has no verified topics they care about

Media Appearances

Mala has no verified media appearances

Work History

4-2024
Executive Director, Fair Practices at Maryland Department of Public Safety & Correctional Services
11-2018 - 3-2024
VP, Global Employee Relations at W. L. Gore & Associates
9-2018
Professor of Law at University of Maryland Francis King Carey School of Law
12-2017 - 3-2025
Professor of Law at Dickinson Law, Penn State
11-2013
Office of Chief Counsel (Reserve) at FEMA

Education

Doctor of Law - JD from University of Maryland Francis King Carey School of Law
HR Certificates from Cornell University

More Information

Social Presence :

Prographics :

Exp : 12 Location : United States Job Level : Senior Designation : Executive Director, Fair Practices at Maryland Department of Public Safety & Correctional Services
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Insights For Selling To Mala

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be formal and objective, they will appreciate it more
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mala is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Mala

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Mala move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Mala take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Mala

Personality Compatibility


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