Susan Shepherd

Critic
DISC Type : C

Regional Sales Manager/ARCAT at ARCAT

Greater Lexington Area, United States

Overview

Susan has no verified overview

Personality Overview

ROI Driven

Critic

Precise

It is very likely that they will negotiate pricing or other important terms.  Unless the value is proven by data, they are unlikely to value fancy features. They choose to analyze logically and value facts to emotions.

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

12-2025
Regional Sales Manager/ARCAT at ARCAT
6-2018 - 11-2025
Regional Director of Sales/Southeast, Mid Atlantic Region at Informa
11-2015 - 6-2018
Regional Sales Manager at Hanley Wood Media, LLC
6-1996 - 11-2015
Senior Regional Sales Manager at The McGraw Hill Companies, Architectural Record Media Portfolio

Education

Bachelor of Business Administration (BBA) from Oglethorpe University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Greater Lexington Area, United States Job Level : N/A Designation : Regional Sales Manager/ARCAT at ARCAT
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Make extra effort to not seem pushy or confrontational
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Susan

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Susan take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Susan

Personality Compatibility


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