Patti Otten

Evaluator
DISC Type : dsc

Account Manager at Barracuda (NYSE: CUDA)

Reston, Virginia, United States

Overview

Patti has no verified overview

Personality Overview

Fast But Analytical

Quality Focused

Thorough Evaluator

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

Topics They Care About

Patti has no verified topics they care about

Media Appearances

Patti has no verified media appearances

Work History

4-2015
Account Manager at Barracuda (NYSE: CUDA)
2-2004 - 12-2005
Regional Account Manager at Fortinet
4-2015
Enterprise Account Manager at XO Communications
Enterprise Account Manager-US Government at IBM
Sr Sales Specialist at NetScreen

Education

Information Technology from Merrimack College

More Information

Social Presence :

Prographics :

Exp : 12 Location : Reston, Virginia, United States Job Level : Middle Designation : Account Manager at Barracuda (NYSE: CUDA)
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Insights For Selling To Patti

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Patti is

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

  • 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 Patti move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Patti 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 Patti

Personality Compatibility


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