Martha Heller

Initiator
DISC Type : Di

CEO at Heller

Worcester County, Massachusetts, United States

Overview

Martha has no verified overview

Personality Overview

Confident

Conviction Driven

Risk-Accepting

They respond well to objective pitches but also attach some value to relationships.  They don’t mind taking a stand if they believe in something. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

Martha has no verified topics they care about

Media Appearances

Martha has no verified media appearances

Work History

4-2010
CEO at Heller
6-2005
Contributing Editor at CIO Online
4-2004 - 5-2005
Co-Founder & Managing Director, CIO Executive Council at CIO Online
4-2001 - 4-2004
Founder & Director, CIO Best Practice Exchange at CIO Online
3-1999 - 4-2001
Executive Editor/Columnist at CIO Online

Education

1984 - 1988
BA from Hamilton College
Masters from SUNY at Stony Brook

More Information

Social Presence :

Prographics :

Exp : N/A Location : Worcester County, Massachusetts, United States Job Level : N/A Designation : CEO at Heller

Interested in

Lifestyle

Authoring books, Contributing to CIO.com

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Insights For Selling To Martha

During A Call Or A Meeting

DO's

  • Clearly address the competitive aspects
  • Focus on the big picture and the strategic value of your product
  • Refer to testimonials from well known people to highlight the value of your product

DONT's

  • Don’t be very informal even if they are being so themselves
  • Don’t keep repeating the same information, it could make them impatient
  • Don't be unorganized, be prepared for the pitch

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Martha is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Martha

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Martha move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Martha take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Martha

Personality Compatibility


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