Sandra Whitman, PMP

Questioner
DISC Type : c

Senior Software Engineering Manager at L3Harris Technologies

Dansville, New York, United States

Overview

Sandra has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Sandra has no verified topics they care about

Media Appearances

Sandra has no verified media appearances

Work History

3-2016
Senior Software Engineering Manager at L3Harris Technologies
11-2013
Software Engineering Manager, Advanced Development at Harris RF Communications
Lead Software Engineer at Harris RF Communications
6-2000
Lead Software Engineer at Harris Corporation
9-1999 - 6-2000
Systems Analyst (Co-op) at Eastman Kodak

Education

Bachelor's degree from SUNY Geneseo
2009 - 2009
Certification from Rochester Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 26 Location : Dansville, New York, United States Job Level : Middle Designation : Senior Software Engineering Manager at L3Harris Technologies
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Insights For Selling To Sandra

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

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?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Sandra

Personality Compatibility


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