Mary-Beth Smith, QKA

Questioner
DISC Type : c

Director of Sales at Actuarial Systems Corporation

Portland, Maine, United States

Overview

Mary-Beth has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Mary-Beth has no verified topics they care about

Media Appearances

Mary-Beth has no verified media appearances

Work History

6-2015
Director of Sales at Actuarial Systems Corporation
3-2012 - 6-2015
Sales Consultant at Actuarial Systems Corporation
6-2015
Director of Sales at Actuarial Systems Corporation - ASC
6-2010 - 3-2012
Sr. Retirement Plan Compliance Specialist at TD Wealth
3-1997 - 12-2009
Sr. Retirement Plan Analyst/Team Leader at Benefit Strategies, LLC

Education

1987 - 1991
Bachelors of Science from University of Maine

More Information

Social Presence :

Prographics :

Exp : 30 Location : Portland, Maine, United States Job Level : Mid-senior Designation : Director of Sales at Actuarial Systems Corporation
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Insights For Selling To Mary-Beth

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mary-Beth 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 Mary-Beth

  • 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 Mary-Beth move?

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

  • Can Mary-Beth take some risk or not?

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


You And Mary-Beth

Personality Compatibility


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