Penny Dorka

Enigma
DISC Type : dic

Director, Sales Enablement at Worley

Brampton, Ontario, Canada

Overview

Penny has no verified overview

Personality Overview

Challenger

Hard To Convince

Friendly Yet Blunt

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Penny has no verified topics they care about

Media Appearances

Penny has no verified media appearances

Work History

1-2023
Director, Sales Enablement at Worley
6-2021 - 12-2022
MMM Sales and Sector Strategy at Worley
9-2020 - 6-2021
Inside Sales Leader - North America Hub at Worley
1-2018 - 6-2019
Business Development Manager at SNC-Lavalin Project Services, Inc.
6-2016 - 7-2017
Inside Sales Engineer at GRUNDFOS

Education

2005 - 2007
Master's degree from University of Waterloo
2001 - 2005
Engineering from Thapar University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Brampton, Ontario, Canada Job Level : Mid-senior Designation : Director, Sales Enablement at Worley
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Insights For Selling To Penny

During A Call Or A Meeting

DO's

  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Penny is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Penny

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Penny move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Penny take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Penny

Personality Compatibility


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