Shan Case

Questioner
DISC Type : c

Vice President of Sales at Utz Brands, Inc.

Spokane-Coeur d'Alene Area, United States

Overview

Shan has no verified overview

Personality Overview

Systematic

Cautious & Analytical

Value Seeker

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

Shan has no verified topics they care about

Media Appearances

Shan has no verified media appearances

Work History

8-2023
Vice President of Sales at Utz Brands, Inc.
5-2022 - 8-2023
Vice President of Sales - Costco Team at Harvest Group
1-2017 - 4-2022
Director of Sales - Club Specialty Channel at The Krusteaz Company
10-2013 - 1-2017
Senior Manager, New Product Development - CPG Club Channel at The Krusteaz Company
5-2009 - 10-2013
Senior Sales Manager - Industrial Sales at The Krusteaz Company

Education

1-1990 - 5-1991
Masters of Science from Kansas State University
8-1985 - 12-1989
Bachelor of Applied Science (B.A.Sc.) from Kansas State University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Spokane-Coeur d'Alene Area, United States Job Level : Senior Designation : Vice President of Sales at Utz Brands, Inc.
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Insights For Selling To Shan

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • 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 Shan 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 Shan

  • 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 Shan move?

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

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

You And Shan

Personality Compatibility


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