Susanna Cecchetti (she/her)

Evaluator
DISC Type : SCD

Regional Director - Enterprise & Strategic Sales at OneTrust

Madrid, Community of Madrid, Spain

Overview

Susanna has no verified overview

Personality Overview

Fast But Analytical

Quality Focused

Thorough Evaluator

They are not very likely to become strong advocates of your product or service  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

Topics They Care About

Susanna has no verified topics they care about

Media Appearances

Susanna has no verified media appearances

Work History

10-2023
Regional Director - Enterprise & Strategic Sales at OneTrust
11-2023
Community Founder at Madrid Women in Sales &Co. (MWIS&Co.)
3-2023 - 9-2023
Global Senior Director of B2B Sales & Customer Success at Tripadvisor
11-2021 - 9-2023
ERG Sponsor - Women@Tripadvisor at Tripadvisor
8-2021 - 3-2023
Director of Sales and Key Accounts EMEA + LATAM at Tripadvisor

Education

2019 - 2020
Global Executive MBA from IESE Business School
2009 - 2010
MASTER from Universitat Autònoma de Barcelona
2005 - 2007
2nd degree from Università degli Studi della Tuscia
2005 - 2006
first degree from Masaryk University Brno
2002 - 2005
1st degree from Università degli Studi della Tuscia

More Information

Social Presence :

Prographics :

Exp : 17 Location : Madrid, Community of Madrid, Spain Job Level : Mid-senior Designation : Regional Director - Enterprise & Strategic Sales at OneTrust
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Insights For Selling To Susanna

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • 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 too much small talk, just a few formal pleasantries should be fine
  • 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 Susanna is

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

  • 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 Susanna move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Susanna 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 Susanna

Personality Compatibility


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