Susan Bookman Koerber

Researcher
DISC Type : Cs

Development Manager at Options Recovery Services

Berkeley, California, United States

Overview

Susan has no verified overview

Personality Overview

Soft Communicator

ROI Seeker

Perfectionist

The only way to convince them is by showing them examples and ample proof.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

10-2007 - 10-2012
Development Manager at Options Recovery Services
7-2002 - 9-2007
Director, Pretrial Services Division at Superior Court of California, Alameda County
11-1970 - 7-2002
Director, Berkeley Own Recognizance Project at Berkeley Own Recognizance Project, Berkeley-Albany Municipal Court, Alameda County
Secretary, Board of Directors at Options Recovery Services
5-2015
Northern Regional Director at California Association of Pretrial Services (CAPS)

Education

1981 - 1984
Public Administration from San Francisco State University
1964 - 1968
BA from SUNY Geneseo

More Information

Social Presence :

Prographics :

Exp : 41 Location : Berkeley, California, United States Job Level : N/A Designation : Development Manager at Options Recovery Services
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself
  • Use a presentation with information before getting into a live product walkthrough
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan 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 Susan

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Susan move?

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

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

You And Susan

Personality Compatibility


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