Shelby Mathers, CEH

Questioner
DISC Type : c

Cybersecurity Services Director at Weaver

Oak Park, Michigan, United States

Overview

Shelby has no verified overview

Personality Overview

Systematic

Value Seeker

Price-Sensitive

They prefer to analyze every situation thoroughly.
  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Shelby has no verified topics they care about

Media Appearances

Shelby has no verified media appearances

Work History

8-2024
Cybersecurity Services Director at Weaver
12-2020 - 8-2024
Cybersecurity Services Manager at Weaver
7-2019 - 11-2020
Cybersecurity Consulting Manager at Plante Moran
11-2015 - 6-2019
Cybersecurity Senior Consultant at Plante Moran
12-2013 - 11-2015
Software Developer at Auto-Owners Insurance

Education

2010 - 2014
Bachelor of Science (BS) from Michigan State University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Oak Park, Michigan, United States Job Level : Mid-senior Designation : Cybersecurity Services Director at Weaver
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Insights For Selling To Shelby

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shelby 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 Shelby

  • 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 Shelby move?

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

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


You And Shelby

Personality Compatibility


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