Sandy Eten

Questioner
DISC Type : c

Director Enterprise Accounts at Applied Systems

Boca Raton, Florida, United States

Overview

Sandy has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Systematic

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

Topics They Care About

Sandy has no verified topics they care about

Media Appearances

Sandy has no verified media appearances

Work History

11-2023
Director Enterprise Accounts at Applied Systems
1-2022 - 11-2023
Director of Business Development at Renaissance Alliance
1-2016 - 1-2021
Enterprise Account Director at Vertafore
10-2012 - 12-2015
Field Sales Account Manager at Vertafore
9-2009 - 4-2012
President & CEO at Bulldog Premium Finance

Education

1982 - 1986
Bachelor's degree from Kansas State University
1982 - 1986
Bachelor of Applied Science (B.A.Sc.) from Kansas State University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Boca Raton, Florida, United States Job Level : Mid-senior Designation : Director Enterprise Accounts at Applied Systems
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Insights For Selling To Sandy

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sandy 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 Sandy

  • 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 Sandy move?

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

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


You And Sandy

Personality Compatibility


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