Susan Paul, MBA, CEBS

Examiner
DISC Type : cs

Chief Operating Officer at Zenith American Solutions, Inc.

Columbus, Ohio Metropolitan Area, United States

Overview

Susan has no verified overview

Personality Overview

Tough To Convince

Unexpressive

Overcautious

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

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

1-2023
Chief Operating Officer at Zenith American Solutions, Inc.
1-2018 - 1-2023
Vice President, Employer Services at CoreSource, now Trustmark Health Benefits
1-2014 - 12-2017
Executive Director, Corporate Sales Operations at CoreSource, now Trustmark Health Benefits
2005 - 12-2013
Senior Director Client Management at CoreSource, now Trustmark Health Benefits
2004 - 2005
Strategic Account Executive at UnitedHealthcare

Education

1991 - 1994
MBA from DePaul Driehaus College of Business
1981 - 1985
BS from Bowling Green State University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Columbus, Ohio Metropolitan Area, United States Job Level : Leadership Designation : Chief Operating Officer at Zenith American Solutions, Inc.
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • 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 do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Susan take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Susan

Personality Compatibility


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