W LexisNexis
W LexisNexis
Augrlst 1,5,20L0 Dear Sir or Madam:
the general manager of LexisNexis Librar:y Research Solutions. In 25 years of experience in finance anci gen*'al mai-'ager'':e nt, worll!;lg clcse !'r, '.vith saies teams. ?.to!? /l i+nr.nanies a:rcl inCustries I have never met a sales person more talented than Dawn Zehner. I am
Dawn sets the highest standards for her performance. No matter r,vhat her official goal, her expectationsforherselfarealwayssignificantlyhigher. Dawngenerailyachievesherfullyeargoal inthe first half of the year, and in 2O1O was actually disappointed because it took her untilthe end of June to achieve it. Suffice it to say her sales director and I did not share thi:; clisappointnrent and have been delighted, as usual, with her performance. Dawn's success begins in her territory planning. Each year she evaluartes her accounts and determines where to allocate her time and effort for maxinrurn results. While alls.ales people do this, Dawn does it particularly effectively - her instincts around which accounts have npr1gy and are
willing to spend it are
unusually accurate.
Dawn aisc gives especially compelling sales preserrtations. LJsing visuals tike Lego blocks she builds a picture of how a sale will make a library's mission easier to fulfill, ancl she goes right to the sore point, money, in a particularly effective way. Dawn breaks down what might be a relatively large purchase price to some far smaller number such as cents per document, She then pitches the price as, ,,How can you NoT afford to spend X cents per day for something that will make your patrons' research so much simpler?" And many times the customer can't help but agree with her and makes the purchase. Sinrply put, Dawn is air incredibir-'asset tc Lexisl.jc;lis Libi'ary Resea::l-r Sclutions, a,rcl woulc! be to anv organization lucky enough to have her. And as general manager I pian to make it very difficult for any other organization to have her. She is a highly valued member of my,team and one whom I hope to keep as part of my team for many years to come. Sincerely,
Vice Presiderrt Lexisl'le>
Augrlst 1,5,20L0 Dear Sir or Madam:
the general manager of LexisNexis Librar:y Research Solutions. In 25 years of experience in finance anci gen*'al mai-'ager'':e nt, worll!;lg clcse !'r, '.vith saies teams. ?.to!? /l i+nr.nanies a:rcl inCustries I have never met a sales person more talented than Dawn Zehner. I am
Dawn sets the highest standards for her performance. No matter r,vhat her official goal, her expectationsforherselfarealwayssignificantlyhigher. Dawngenerailyachievesherfullyeargoal inthe first half of the year, and in 2O1O was actually disappointed because it took her untilthe end of June to achieve it. Suffice it to say her sales director and I did not share thi:; clisappointnrent and have been delighted, as usual, with her performance. Dawn's success begins in her territory planning. Each year she evaluartes her accounts and determines where to allocate her time and effort for maxinrurn results. While alls.ales people do this, Dawn does it particularly effectively - her instincts around which accounts have npr1gy and are
willing to spend it are
unusually accurate.
Dawn aisc gives especially compelling sales preserrtations. LJsing visuals tike Lego blocks she builds a picture of how a sale will make a library's mission easier to fulfill, ancl she goes right to the sore point, money, in a particularly effective way. Dawn breaks down what might be a relatively large purchase price to some far smaller number such as cents per document, She then pitches the price as, ,,How can you NoT afford to spend X cents per day for something that will make your patrons' research so much simpler?" And many times the customer can't help but agree with her and makes the purchase. Sinrply put, Dawn is air incredibir-'asset tc Lexisl.jc;lis Libi'ary Resea::l-r Sclutions, a,rcl woulc! be to anv organization lucky enough to have her. And as general manager I pian to make it very difficult for any other organization to have her. She is a highly valued member of my,team and one whom I hope to keep as part of my team for many years to come. Sincerely,
Vice Presiderrt Lexisl'le>
