Su Brown

Wildcard
DISC Type : isc

Head of Delivery, Technology Transformation group at BBC Studios

United Kingdom

Overview

Su has no verified overview

Personality Overview

Friendly But Slow

ROI Driven

Curious But Skeptical

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Su has no verified topics they care about

Media Appearances

Su has no verified media appearances

Work History

2-2023
Head of Delivery, Technology Transformation group at BBC Studios
2-2019 - 2-2023
Portfolio Partner, Global Technology at BBC Studios
1-2015 - 1-2019
Portfolio Manager at BBC Studios
11-2008 - 12-2013
Technical/Digital Project Manager at Bauer Media
8-2006 - 11-2008
Implementation Project Manager at CFS/ Cantono Plc.

Education

1985 - 1989
BSc Hons from Oxford Brookes University

More Information

Social Presence :

Prographics :

Exp : 25 Location : United Kingdom Job Level : Mid-senior Designation : Head of Delivery, Technology Transformation group at BBC Studios
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Insights For Selling To Su

During A Call Or A Meeting

DO's

  • Share testimonials from known people and give multiple examples of product value
  • Be prepared for a lot of questions, answer them objectively
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Su is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Su

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Su move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Su take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Su

Personality Compatibility


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