Mary Cunningham

Researcher
DISC Type : Cs

Executive Director of Prospect Development at Villanova University

Villanova, Pennsylvania, United States

Overview

Mary has no verified overview

Personality Overview

ROI Seeker

Detail Oriented

Self-Disciplined

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They are always well-planned and adopt a systematic approach. Being observant comes to them naturally.

Topics They Care About

Mary has no verified topics they care about

Media Appearances

Mary has no verified media appearances

Work History

7-2018
Executive Director of Prospect Development at Villanova University
7-2011 - 5-2018
Executive Director, Prospect & Campaign Management at Villanova University
11-2009 - 6-2011
Director of Prospect & Campaign Management at Villanova University
8-2001 - 10-2009
Director Of Development at Villanova University
4-1994 - 7-2001
Director of Advancement Services at Saint Joseph's University

Education

2019 - 2019
Certificate from Villanova University
Bachelor of Business Administration - BBA from Saint Joseph's University - Erivan K. Haub School of Business

More Information

Social Presence :

Prographics :

Exp : 31 Location : Villanova, Pennsylvania, United States Job Level : Senior Designation : Executive Director of Prospect Development at Villanova University
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Insights For Selling To Mary

During A Call Or A Meeting

DO's

  • Actively address their concerns around change, risk, and acceptance by users
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mary is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Mary

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Mary move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Mary take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Mary

Personality Compatibility


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