Charles Russell

Examiner
DISC Type : cs

Managing Director at RMS Research & Marketing Services

Tonbridge, England, United Kingdom

Overview

Charles Russell is the co-founder and Managing Director of RMS Research & Marketing Services, a specialist direct marketing and fulfilment supplier for the healthcare market he established in 1986. His expertise is built on a career in market research with roles at Beecham Pharmaceuticals and ISIS Research. He holds a BA Hons from Middlesex University.

He co-founded his company nearly four decades ago in 1986.

Personality Overview

Process Oriented

Unexpressive

Tough To Convince

Being observant comes to them naturally.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Healthcare Marketing
He co-founded and has led a company specializing in direct marketing and fulfilment for the healthcare industry for over 35 years.
Direct Mail
His company's core business is direct mail and fulfilment, and he has shown specific interest in mailed marketing approaches.
Market Research
His foundational career experience includes roles as a Market Research Manager and Research Director, specializing in European markets and segmentation.

Media Appearances

Charles has no verified media appearances

Work History

1986
Managing Director at RMS Research & Marketing Services
1984 - 1986
Researcher at ISIS Research
1984 - 1986
Research Director at ISIS Research
1969 - 1984
Market Research Manager at Beecham Pharmaceuticals

Education

1965 - 1969
BA Hons from Middlesex University
Education details unavailable from Loughborough

More Information

Social Presence :

Prographics :

Exp : 57 Location : Tonbridge, England, United Kingdom Job Level : Mid-senior Designation : Managing Director at RMS Research & Marketing Services
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Insights For Selling To Charles

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Charles is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Charles

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Charles move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Charles take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Charles

Personality Compatibility


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