Sheila M. McCullough

Examiner
DISC Type : cs

SVP, Head of Retirement Client Engagement at Voya Financial

Greater Philadelphia, United States

Overview

Sheila has no verified overview

Personality Overview

Tough To Convince

Status Quo Seeker

Process Oriented

They tend to be clear about their needs and limitations and are unlikely to promise too much.  They are always well-planned and adopt a systematic approach. Being observant comes to them naturally.

Topics They Care About

Sheila has no verified topics they care about

Media Appearances

Sheila has no verified media appearances

Work History

5-2022
SVP, Head of Retirement Client Engagement at Voya Financial
1-2014 - 4-2022
VP, Strategic Relationship Management at Voya Financial
8-2012 - 8-2013
Director, Institutional Relationships Retirement at TIAA-CREF
7-1998 - 6-2012
Director, Senior Relationship Manager Retirement at Bank of America Merrill Lynch Institutional Retirement Services
VP, Relationship Management Retirement at Scudder Investments

Education

Liberal Arts from Saint Anselm College
MBA from Suffolk University - Sawyer Business School

More Information

Social Presence :

Prographics :

Exp : 27 Location : Greater Philadelphia, United States Job Level : Leadership Designation : SVP, Head of Retirement Client Engagement at Voya Financial
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Insights For Selling To Sheila M.

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sheila M. is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Sheila M.

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Sheila M. move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Sheila M. take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Sheila M.

Personality Compatibility


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