Dave Chappell

Examiner
DISC Type : sc

Regiona Account Manager - Atlantic Coast at Marinus Pharma

Newport News, Virginia, United States

Overview

Dave has no verified overview

Personality Overview

Tough To Convince

Process Oriented

Status Quo Seeker

They tend to be clear about their needs and limitations and are unlikely to promise too much.  Being observant comes to them naturally. They are always well-planned and adopt a systematic approach.

Topics They Care About

Dave has no verified topics they care about

Media Appearances

Dave has no verified media appearances

Work History

11-2023
Regiona Account Manager - Atlantic Coast at Marinus Pharma
9-2022 - 11-2023
Specialty Account Manager at Axsome Therapeutics, Inc.
10-2012 - 9-2022
Executive Sales Representative at Teva Neuroscience
10-2011 - 11-2012
LTC Neuroscience Area Manager at Avanir
10-2007 - 10-2011
Area Business Manager at Strativa

Education

1997 - 1999
B.S. from Christopher Newport University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Newport News, Virginia, United States Job Level : Middle Designation : Regiona Account Manager - Atlantic Coast at Marinus Pharma
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Insights For Selling To Dave

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dave is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Dave

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Dave move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Dave take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Dave

Personality Compatibility


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