Sandra S. Souza Zanin

Questioner
DISC Type : c

Strategic Alliances Director at AI/R

São Paulo, São Paulo, Brazil

Overview

Sandra has no verified overview

Personality Overview

Value Seeker

Systematic

Cautious & Analytical

They prefer to fully evaluate every situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Sandra has no verified topics they care about

Media Appearances

Sandra has no verified media appearances

Work History

3-2024
Strategic Alliances Director at AI/R
3-2021 - 3-2024
Strategic Alliances Director at Compass.uol
2-2020 - 3-2021
Sr Manager - Strategic Alliances & Cloud Portfolio at Compass.uol
1-2016 - 2-2020
Sr Manager - Products, Strategic Alliances and R&D at UOL DIVEO
9-2010 - 12-2015
Engineering Manager at UOL DIVEO

Education

1-2024 - 2-2024
Aligning Strategy and Sales from Harvard Business School
1-2003 - 12-2005
Master of Science - MS from Universidade Presbiteriana Mackenzie

More Information

Social Presence :

Prographics :

Exp : 27 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Strategic Alliances Director at AI/R
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Insights For Selling To Sandra

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sandra is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Sandra

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Sandra move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Sandra take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Sandra

Personality Compatibility


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