Mary Holland

Evaluator
DISC Type : scd

Marketing Programs Support Manager at The MathWorks

Natick, Massachusetts, United States

Overview

Mary has no verified overview

Personality Overview

Quality Focused

Thorough Evaluator

Fast But Analytical

They are not very likely to become strong advocates of your product or service  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Mary has no verified topics they care about

Media Appearances

Mary has no verified media appearances

Work History

5-2012
Marketing Programs Support Manager at The MathWorks
2-2005 - 5-2012
Marketing Operations Specialist at The MathWorks
9-2000 - 2-2005
Customer Service and Logistics at Barrett Distribution Centers, Inc.

Education

1999 - 2003
Business Marketing from Bridgewater State University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Natick, Massachusetts, United States Job Level : Middle Designation : Marketing Programs Support Manager at The MathWorks
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Insights For Selling To Mary

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mary is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Mary

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Mary move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Mary take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Mary

Personality Compatibility


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