Susan Starnes

Evaluator
DISC Type : sdc

VP, North American Strategy at NAPA Auto Parts

Atlanta, Georgia, United States

Overview

Susan has no verified overview

Personality Overview

Fast But Analytical

Quality Focused

Hard To Convince

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

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

12-2025
VP, North American Strategy at NAPA Auto Parts
2-2024 - 12-2025
VP, Market Strategy and Execution at NAPA Auto Parts
VP, Emerging Markets at NAPA Auto Parts
SVP, Strategy and New Business Development at Lumber Liquidators
SVP, Services at The Guitar Center Company

Education

Bachelor of Science - BS from Cornell University
Master of Business Administration - MBA from MIT Sloan School of Management

More Information

Social Presence :

Prographics :

Exp : 1 Location : Atlanta, Georgia, United States Job Level : Senior Designation : VP, North American Strategy at NAPA Auto Parts
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • 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
  • Don’t focus on relationship, focus purely on the merit of your product

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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