Yancy Harlow

Enigma
DISC Type : icd

VP, Information Technology at Overhaul

Austin, Texas Metropolitan Area, United States

Overview

Yancy has no verified overview

Personality Overview

Challenger

Friendly Yet Blunt

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  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

Topics They Care About

Yancy has no verified topics they care about

Media Appearances

Yancy has no verified media appearances

Work History

3-2022
VP, Information Technology at Overhaul
1-2020 - 3-2022
Director Of Information Technology at Overhaul
1-2014 - 8-2019
Manager, Workplace Services & Remote Access at ERCOT
12-2008 - 12-2014
Supervisor of Deskside Support and End User Computing at ERCOT
3-2003 - 12-2008
Desktop Support Lead at Computer Sciences Corporation

Education

1990 - 1997
Associate of Science - AS from Austin Community College

More Information

Social Presence :

Prographics :

Exp : N/A Location : Austin, Texas Metropolitan Area, United States Job Level : N/A Designation : VP, Information Technology at Overhaul
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Insights For Selling To Yancy

During A Call Or A Meeting

DO's

  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Yancy is

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

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

Insights For Deal Planning

    How fast (or slow) will Yancy move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Yancy 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 Yancy

Personality Compatibility


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