Melba Abreu (she/her/ella)

Critic
DISC Type : C

Chief Operating Officer at Massachusetts Law Reform Institute

Boston, Massachusetts, United States

Overview

Melba has no verified overview

Personality Overview

Critic

ROI Driven

Objective Thinker

They are quite likely to negotiate on pricing or other key terms.  They choose to analyze logically and value facts to emotions. They like to do things independently and don’t look for support from others.

Topics They Care About

Melba has no verified topics they care about

Media Appearances

Melba has no verified media appearances

Work History

4-2019
Chief Operating Officer at Massachusetts Law Reform Institute
2-2006 - 10-2017
Vice President and Chief Financial Officer at Jobs for the Future
4-1997 - 3-2006
Director of Finance and Technology at Harvard University
Senior Financial Advisor at Harvard University Graduate School of Education

Education

Grant Management and Administration from Harvard University
BS from Instituto de Economia

More Information

Social Presence :

Prographics :

Exp : 27 Location : Boston, Massachusetts, United States Job Level : Leadership Designation : Chief Operating Officer at Massachusetts Law Reform Institute
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Insights For Selling To Melba

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don't give superficial answers, they are easily rattled by them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Melba is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Melba

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Melba move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Melba take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Melba

Personality Compatibility


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