Shelley Van Etten

Questioner
DISC Type : c

President and CEO at WLT Software Enterprises, Inc.

Clearwater, Florida, United States

Overview

Shelley has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Systematic

They prefer to do thorough analysis of any situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Shelley has no verified topics they care about

Media Appearances

Shelley has no verified media appearances

Work History

3-2016
President and CEO at WLT Software Enterprises, Inc.
2-2002 - 3-2016
CFO at WLT Software Enterprises, Inc.
5-1999 - 1-2002
AR Specialist at PwC
3-1998 - 2-2002
Accounts Receivable Executive at PwC

Education

1988 - 1990
Business Management from St Petersburg College
Certification in Project Management from Villanova University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Clearwater, Florida, United States Job Level : Leadership Designation : President and CEO at WLT Software Enterprises, Inc.
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Insights For Selling To Shelley

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shelley 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 Shelley

  • 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 Shelley move?

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

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


You And Shelley

Personality Compatibility


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