Susan (Donati) DiBuono

Balancer
DISC Type : S

Vice President, Client Service & Operations Leader, Benefit Administration at Transamerica

Marlborough, Massachusetts, United States

Overview

Susan has no verified overview

Personality Overview

Risk-Averse

Process-Oriented

Slow To Decisions

They like following the process even if it takes time to reach any conclusion.  They are comfortable taking long term decisions. They are courteous and respectful but practical.

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

2003
Vice President, Client Service & Operations Leader, Benefit Administration at Transamerica
2001 - 2003
Client Services Manager (AVP), DC Administration at Putnam Investments
1997 - 2001
Team Leader, DC Administration at Putnam Investments
1990 - 1996
Institutional Accountanting Supervisor at Putnam Investments

Education

1986 - 1990
Bachelor of Science (BS) from Merrimack College

More Information

Social Presence :

Prographics :

Exp : 36 Location : Marlborough, Massachusetts, United States Job Level : Senior Designation : Vice President, Client Service & Operations Leader, Benefit Administration at Transamerica
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Actively address their concerns around change, risk, and acceptance by users
  • Unless they are the decision maker, bring other stakeholders into the process early
  • Focus on making them comfortable before really commencing the sales motion

DONT's

  • Ensure that you don’t seem disinterested when speaking to them
  • Don’t brush off their concerns, their comfort with you will go down
  • Do not sound very transactional, make extra effort to be genuinely interested

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • What matters the most to them is low risk, adoption by others and proven case studies.
  • Will you ever get a clear answer from Susan

  • They never refuse directly, they push out the decisions or just go quiet.

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They can be some of the slowest decision makers.
  • Can Susan take some risk or not?

  • They have no risk-appetite and prefer to take safe decisions.

You And Susan

Personality Compatibility


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