Rachel Cairns

Observer
DISC Type : ic

Director of Content Delivery at Oxford University Press

Greater Oxford Area, United Kingdom

Overview

Rachel has no verified overview

Personality Overview

Example Seeker

Assertive

Curious

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They ask a lot of questions and rely heavily on information and collaterals. They are generally strong communicators and are not easy to convince.

Topics They Care About

Rachel has no verified topics they care about

Media Appearances

Rachel has no verified media appearances

Work History

6-2024
Director of Content Delivery at Oxford University Press
8-2019 - 6-2024
Director of Content Delivery (Academic Division) at Oxford University Press
8-2018 - 8-2019
Project Director - PPE at Elsevier
5-2013 - 8-2018
Director – Journal Workflows and e-content at Elsevier
5-2012 - 4-2013
Supplier Systems Analyst at Elsevier

Education

1990 - 1993
MA from University of Oxford

More Information

Social Presence :

Prographics :

Exp : 13 Location : Greater Oxford Area, United Kingdom Job Level : Mid-senior Designation : Director of Content Delivery at Oxford University Press
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Insights For Selling To Rachel

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Help them realize that there is no personal risk in making this decision
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal
  • 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 Rachel is

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

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Rachel move?

  • They like to analyze well and then make their decisions.
  • Can Rachel take some risk or not?

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

You And Rachel

Personality Compatibility


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