Melissa Lavin-Hickey

Wildcard
DISC Type : isc

Vice President, Growth Strategy & Marketing at Burns & McDonnell

Kansas City, Missouri, United States

Overview

Melissa has no verified overview

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Melissa has no verified topics they care about

Media Appearances

Melissa has no verified media appearances

Work History

5-2021
Vice President, Growth Strategy & Marketing at Burns & McDonnell
4-2014
Principal & Director, Corporate Marketing at Burns & McDonnell
2-2008 - 4-2014
Director, Burns & McDonnell Foundation at Burns & McDonnell
2006 - 2-2008
Marketing Strategist at Burns & McDonnell
2001 - 2006
College Recruiter at Burns & McDonnell

Education

1996 - 2001
Bachelor of Science (B.S.) from Missouri State University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Kansas City, Missouri, United States Job Level : Senior Designation : Vice President, Growth Strategy & Marketing at Burns & McDonnell
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Insights For Selling To Melissa

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Invite them for a social do but don’t rely solely on the relationship
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Melissa is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Melissa

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Melissa move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Melissa take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Melissa

Personality Compatibility


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