Yeliz Kern-Ülker

Enigma
DISC Type : dci

Head of Strategy, Planning & Insights at British American Tobacco

Zurich, Switzerland

Overview

Yeliz has no verified overview

Personality Overview

Challenger

Friendly Yet Blunt

Fast Follower

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. They are generally strong communicators and are not easy to convince.

Topics They Care About

Yeliz has no verified topics they care about

Media Appearances

Yeliz has no verified media appearances

Work History

3-2014 - 5-2016
Head of Strategy, Planning & Insights at British American Tobacco
2-2012 - 2-2014
Senior Global Brand Manager at British American Tobacco
1-2011 - 2-2012
Head of Brands EEMEA at British American Tobacco
6-2010 - 1-2011
Marketing Planning & Insights Manager at British American Tobacco
1-2009 - 6-2010
CORA& Brand Manager at British American Tobacco

Education

1999 - 2002
Master of Business Administration (M.B.A.) from Istanbul Bilgi University
1995 - 1999
Bachelor’s Degree from Yıldız Teknik Üniversitesi

More Information

Social Presence :

Prographics :

Exp : 14 Location : Zurich, Switzerland Job Level : N/A Designation : Head of Strategy, Planning & Insights at British American Tobacco
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Insights For Selling To Yeliz

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Yeliz is

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

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

Insights For Deal Planning

    How fast (or slow) will Yeliz move?

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

Personality Compatibility


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