Paula Johnston Newell

Enthusiast
DISC Type : i

Chief Operating Officer at CORT

Chantilly, Virginia, United States

Overview

Paula has no verified overview

Personality Overview

Story Driven

Amiable & Agreeable

Optimistic

They are generally friendly, so be careful when relying on their word.  Unlike D or C types, they are convinced more by stories and testimonials. They are more about building relationships than just cutting deals.

Topics They Care About

Paula has no verified topics they care about

Media Appearances

Paula has no verified media appearances

Work History

2-2024
Chief Operating Officer at CORT
1-2021 - 2-2024
Executive Vice President- Operations at CORT
1-2018 - 12-2020
Executive Vice President- Sales & Operations East Coast at CORT
1-2016 - 12-2017
Vice President National Accounts at CORT
7-2012 - 12-2015
Vice President-Strategic Business Development at CORT

Education

1986 - 1990
Bachelor’s Degree from California State University-San Bernardino

More Information

Social Presence :

Prographics :

Exp : 37 Location : Chantilly, Virginia, United States Job Level : Leadership Designation : Chief Operating Officer at CORT
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Insights For Selling To Paula

During A Call Or A Meeting

DO's

  • Ask them how their day is going or exchange some other pleasantries
  • Speak from experience about success that the product has seen with other customers
  • Refer to interesting customer testimonials and stress on great customer experience

DONT's

  • Don’t be too formal with them, they trust informality more
  • Don’t ask too many questions in one go, weave them into the flow
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paula is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Paula

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Paula move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Paula take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Paula

Personality Compatibility


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