Tracy Steele

Enigma
DISC Type : cdi

SVP, Customer Success Organization at NETSCOUT

Greater Boston, United States

Overview

Tracy has no verified overview

Personality Overview

Challenger

Persuasive & Assertive

Fast Follower

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Tracy has no verified topics they care about

Media Appearances

Tracy has no verified media appearances

Work History

11-1995
SVP, Customer Success Organization at NETSCOUT
11-1995 - 11-2010
VP Manufacturing & Business Operations at NETSCOUT
11-1993 - 11-1995
Director Of Operations at Scope communications
3-1985 - 11-1993
Technical Operations Manager at Xyplex

Education

1985 - 1986
technical degree from Wentworth Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 41 Location : Greater Boston, United States Job Level : Leadership Designation : SVP, Customer Success Organization at NETSCOUT
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Insights For Selling To Tracy

During A Call Or A Meeting

DO's

  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Avoid making offhand commitments, understand the root of their concerns first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tracy is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Tracy

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Tracy move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Tracy take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Tracy

Personality Compatibility


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