Susan Hanning

Galvanizer
DISC Type : Id

Head of Proposals, Scotland at Strategic Proposals Limited

Perth, Scotland, United Kingdom

Overview

Susan Hanning is an accomplished proposal professional (APMP Practitioner) and the Head of Proposals for Scotland at Strategic Proposals Limited. She specializes in helping organizations win business by leveraging her unique background in psychology, marketing, and financial services. She holds a BSc (Hons) from The University of Stirling and a postgraduate diploma from Abertay University.

Susan developed a new, psychology-based approach to pitch presentations in a previous role, demonstrating her innovative methods.

Personality Overview

Socially Adept

Self-Assured

Trusting

They are charming and can persuade others to support their decisions.  They prefer to ensure that they are in control of the situation. They are more likely to accept new and exciting technologies.

Topics They Care About

Effective Presentations
Hosted a webinar in June 2023 on how to make sales and bid presentations stand out, applying scientific principles to the process.
Proposal Strategy
Her core expertise involves creating and implementing robust proposal strategies to increase win rates and optimize the cost of sales for organizations.
Applied Psychology
Holds a degree in Psychology and explicitly states she uses this background to give clients a competitive advantage in their sales proposals.

Media Appearances

Susan has no verified media appearances

Work History

10-2013
Head of Proposals, Scotland at Strategic Proposals Limited
2-2009 - 9-2013
Proposal Centre Manager (General Insurance) at Aviva
1-2007 - 2-2009
Proposal Centre Manager at Norwich Union Insurance
2-2001 - 12-2006
Marketing Manager at Norwich Union Insurance
5-1998 - 1-2001
Marketing Executive (e-commerce) at CGU Insurance

Education

1982 - 1986
BSc (Hons) from The University of Stirling
postgraduate diploma from Abertay University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Perth, Scotland, United Kingdom Job Level : Mid-senior Designation : Head of Proposals, Scotland at Strategic Proposals Limited
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Talk about other customers and how they have derived value from your product
  • Take a friendly, informal yet confident approach while pitching
  • Use words like ‘partner’, ‘together’, ‘impact’ etc.

DONT's

  • Do not come across as negative or non-supportive, work with them as a partner
  • Don’t rely too much on what they promise, make your own deductions
  • Don’t hesitate from asking questions, but take a friendly and warm approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Susan

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They can make decisions quickly if they develop trust in you and conviction in the product.
  • Can Susan take some risk or not?

  • If necessary, they will be ready to take risks.

You And Susan

Personality Compatibility


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