Sally Foster

Enthusiast
DISC Type : i

Director of Worldwide Customer Support at IBM - Tivoli Security

Atlanta, Georgia, United States

Overview

Sally Foster is a leader in global customer support, known for transforming underperforming teams into award-winning organizations. With extensive experience in enterprise software and internet security at companies like IBM and ISS, she has a proven record of dramatically increasing customer satisfaction. She holds a Bachelor of Arts from the University of Maryland and a Juris Doctorate from Wake Forest University School of Law.

Colleagues describe her as a consummate professional, a great partner, a mentor, and a champion for her team. She is recognized for her ability to challenge assumptions and think beyond the present, fostering low employee turnover even in high-stress environments.

She once grew a customer support organization from 60% to 94% customer satisfaction.

Personality Overview

Optimistic

Amiable & Agreeable

Non-Confrontational

They tend to be agreeable by nature, so take their promises with a pinch of salt.
  They prefer to build relationships rather than staying totally transactional. Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

Customer Support Transformation
Her career is defined by turning around customer support departments, such as transforming a poorly managed group into an award-winning center with 94% customer satisfaction.
Operational Excellence
Focuses on process improvement and effective day-to-day operations, having held roles like COO and General Manager in various technology firms.
Enterprise Security
Her background includes directing worldwide customer support for security-focused divisions at both IBM (Tivoli Security) and Internet Security Systems.

Media Appearances

Sally has no verified media appearances

Work History

6-2002
Director of Worldwide Customer Support at IBM - Tivoli Security
6-2002 - 10-2006
Vice President, Global Customer Support at Internet Security Systems, Inc.
6-2001 - 6-2002
President at OI Partners
1-2000 - 1-2001
Chief Executive Officer and Chief Operating Officer/President at Computer Jobs
1-1997 - 1-1999
General Manager and Vice President at Clarus Corporation

Education

Bachelor of Arts from University of Maryland
Juris Doctorate from Wake Forest University School of Law

More Information

Social Presence :

Prographics :

Exp : 39 Location : Atlanta, Georgia, United States Job Level : Mid-senior Designation : Director of Worldwide Customer Support at IBM - Tivoli Security
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Insights For Selling To Sally

During A Call Or A Meeting

DO's

  • Compliment them about their personality if you get a chance
  • Refer to interesting customer testimonials and stress on great customer experience
  • Ask them how their day is going or exchange some other pleasantries

DONT's

  • Don't be critical or challenge them openly, they can react defensively
  • 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 Sally is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Sally

  • They are unlikely to say no directly.

Insights For Deal Planning

    How fast (or slow) will Sally move?

  • They are not very fast decision makers, even while they continue to stay engaged.
  • Can Sally take some risk or not?

  • They can take some low-probability risks if needed.

You And Sally

Personality Compatibility


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