Susan Kohlmann

Evaluator
DISC Type : scd

Partner, Chair of Trademark, Advertising, and Unfair Competition Practice at Jenner & Block

New York, New York, United States

Overview

Susan has no verified overview

Personality Overview

Hard To Convince

Quality Focused

Thorough Evaluator

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

Partner, Chair of Trademark, Advertising, and Unfair Competition Practice at Jenner & Block
Partner at Pillsbury Winthrop Shaw Pittman LLP

Education

Doctor of Law (J.D.) from Columbia Law School
Bachelor of Arts (B.A.) from Yale University

More Information

Social Presence :

Prographics :

Exp : N/A Location : New York, New York, United States Job Level : N/A Designation : Partner, Chair of Trademark, Advertising, and Unfair Competition Practice at Jenner & Block
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Keep a professional, business-like approach; especially if you tend to get informal quickly

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Susan

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Susan take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Susan

Personality Compatibility


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