Melissa McKiernan, MBA, PMP, CSM

Questioner
DISC Type : c

Vice President, Group Account Director at MRM

Birmingham, Michigan, United States

Overview

Melissa has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Value Seeker

They prefer to analyze every situation thoroughly.
  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Melissa has no verified topics they care about

Media Appearances

Melissa has no verified media appearances

Work History

9-2023
Vice President, Group Account Director at MRM
1-2021
VP, Account Director at MRM
11-2020 - 1-2021
Account Director at MRM
2-2018 - 11-2020
Director, Program Management, Technology at MRM
8-2017 - 2018
Associate Director Program Management at MRM

Education

1989 - 1993
Bachelor of Arts from Michigan State University
1997 - 1999
MBA from Wayne State University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Birmingham, Michigan, United States Job Level : Senior Designation : Vice President, Group Account Director at MRM
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Insights For Selling To Melissa

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Melissa is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Melissa

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Melissa move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Melissa take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Melissa

Personality Compatibility


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