Barbara Rico

Go-getter
DISC Type : d

Executive Director Business of Enterprise Architecture at Merck

Jenkintown, Pennsylvania, United States

Overview

Barbara has no verified overview

Personality Overview

Direct & Candid

Challenger

Decisive

They care equally about the product and its potential impact.  They don’t always try to control the conversation but neither do they like yielding it fully. They respond well to confident salespeople.

Topics They Care About

Barbara has no verified topics they care about

Media Appearances

Barbara has no verified media appearances

Work History

6-2024
Executive Director Business of Enterprise Architecture at Merck
9-2023 - 5-2024
Senior Enterprise Architect at Baxter International Inc.
10-2021 - 5-2023
Sr. Director IT Enterprise Architecture / Chief Enterprise Architect at Jacobs
1-2008 - 10-2021
Architecture Director at CIGNA
5-2003 - 1-2008
Technical Solutions Architect, Pharmacy at Aetna Inc

Education

Professional Architect Certification from Carnegie Mellon University
BS from Kaplan University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Jenkintown, Pennsylvania, United States Job Level : Senior Designation : Executive Director Business of Enterprise Architecture at Merck
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Insights For Selling To Barbara

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Tell them that you are there to help them create visible impact within their organization
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Avoid long winding pitches, stay objective
  • Don’t try to be an alpha salesperson, give them equal space
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Barbara is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Barbara

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Barbara move?

  • Their decision making speed is somewhere in the middle.
  • Can Barbara take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Barbara

Personality Compatibility


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