Bill Black

Questioner
DISC Type : c

Principal - Medical Device Distribution at Capstone Devices Inc

Jupiter, Florida, United States

Overview

Bill is a highly successful medical device distributor and the Principal at Capstone Devices Inc. With a background in engineering from the University of Florida, he specializes in implantable devices for trauma and extremities, consistently exceeding sales quotas for over 14 years and earning numerous accolades.

Outside of his direct sales role, Bill is a passionate advocate for maintaining high standards in healthcare environments. He actively voices concerns about patient safety, the quality of medical products, and the practices of credentialing companies, demonstrating a deep commitment to the integrity of the medical field.

He has created and uses the hashtag #redhatprotest to publicly question the standards of certain industry suppliers.

Personality Overview

Systematic

Price-Sensitive

Cautious & Analytical

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Patient Safety
His posts express significant concern over products that could compromise sterile operating room environments and impact patient well-being.
Medical Device Standards
He is vocal about the importance of high-quality, reliable medical products, contrasting them with lower-cost overseas manufacturing.
Healthcare Credentialing
He has openly questioned the business practices and value of credentialing companies like Symplr and intellicentrics.

Media Appearances

Bill has no verified media appearances

Work History

11-2017
Principal - Medical Device Distribution at Capstone Devices Inc
11-2013 - 11-2017
Senior Sales Representative at Wright Medical
10-2008 - 11-2013
Medical Sales Representative at Zimmer Biomet
2005 - 2008
Environmental Consultant at HDR

Education

Bachelor of Engineering - BE from University of Florida

More Information

Social Presence :

Prographics :

Exp : 21 Location : Jupiter, Florida, United States Job Level : Senior Designation : Principal - Medical Device Distribution at Capstone Devices Inc
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Insights For Selling To Bill

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bill is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Bill

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Bill move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Bill take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Bill

Personality Compatibility


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