Sarah Van Caster

Questioner
DISC Type : c

Vice President Product Marketing at Varicent

Greater Milwaukee, United States

Overview

Sarah has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Sarah has no verified topics they care about

Media Appearances

Sarah has no verified media appearances

Work History

4-2023
Vice President Product Marketing at Varicent
7-2022 - 4-2023
Vice President, Growth Product Marketing at Varicent
11-2019 - 7-2022
Director of Product Marketing, Sales Solutions at Anaplan
2-2018 - 10-2019
Senior Product Marketing Manager at Anaplan
10-2016 - 2-2018
Director of Product Marketing, Incentives Portfolio at Apttus

Education

MBA from University of Wisconsin-Madison
BSBA from Drake University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Greater Milwaukee, United States Job Level : Senior Designation : Vice President Product Marketing at Varicent
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Insights For Selling To Sarah

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • 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 Sarah is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Sarah

  • 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 Sarah move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Sarah take some risk or not?

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


You And Sarah

Personality Compatibility


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