Susan Guhse, CISSP

Observer
DISC Type : ic

Cyber Security Systems Engineer at AT&T

Lincroft, New Jersey, United States

Overview

Susan has no verified overview

Personality Overview

Value Driven

Curious

Example Seeker

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They ask a lot of questions and rely heavily on information and collaterals. They are generally strong communicators and are not easy to convince.

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

1-2011
Cyber Security Systems Engineer at AT&T
1-2009 - 1-2011
Advanced Cyber Security Systems Engineer at AT&T Global Services
10-2003 - 1-2009
Information Security Systems Engineer at AT&T

Education

1978 - 1979
MS from Fairleigh Dickinson University
1973 - 1977
BS from Rutgers University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Lincroft, New Jersey, United States Job Level : Mid-senior Designation : Cyber Security Systems Engineer at AT&T
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Invite them for a social do but don’t rely solely on the relationship
  • Be prepared for a lot of questions, answer them objectively
  • Focus on immediate action-items rather than the larger goals

DONT's

  • Avoid making offhand commitments
  • Don’t brush off any concerns, take all questions seriously
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Susan

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Susan take some risk or not?

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

You And Susan

Personality Compatibility


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