Mary Jane Palm

Researcher
DISC Type : Cs

Manager, Instructional Technology & Media Services at University of Rhode Island

Saunderstown, Rhode Island, United States

Overview

Mary has no verified overview

Personality Overview

ROI Seeker

Perfectionist

Soft Communicator

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They are quite aware of their needs and limitations, so they are unlikely to over-promise. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Mary has no verified topics they care about

Media Appearances

Mary has no verified media appearances

Work History

1997
Manager, Instructional Technology & Media Services at University of Rhode Island
1982 - 1997
Programmer/Consultant=> Lead Programmer/Consultant at URI/Academic Computer Center
1980 - 1982
Scientific Programmer at Physical Sciences, Inc.

Education

1983 - 1987
MBA from University of Rhode Island - College of Business
9-1976 - 5-1980
Bachelor of Arts - BA from Wellesley College

More Information

Social Presence :

Prographics :

Exp : 46 Location : Saunderstown, Rhode Island, United States Job Level : Middle Designation : Manager, Instructional Technology & Media Services at University of Rhode Island
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Insights For Selling To Mary Jane

During A Call Or A Meeting

DO's

  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself
  • Use a presentation with information before getting into a live product walkthrough
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mary Jane is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Mary Jane

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Mary Jane move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Mary Jane take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Mary Jane

Personality Compatibility


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