Debra Purrington

Questioner
DISC Type : c

Business Management Analyst, Senior BPM Specialist, Health Information Technology at Defense Health Agency

New Alexandria, Virginia, United States

Overview

Debra has no verified overview

Personality Overview

Not Easily Convinced

Systematic

Price-Sensitive

They prefer to analyze every situation thoroughly.
  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Debra has no verified topics they care about

Media Appearances

Debra has no verified media appearances

Work History

11-2012
Business Management Analyst, Senior BPM Specialist, Health Information Technology at Defense Health Agency
1-2010 - 11-2012
Senior Program Manager, Senior Project Analyst/SME at TIAG
8-2008 - 1-2010
Business Development Manager at Catalent
Senior Professional Representative at Merck
National Business Development Manager at Visible Genetics

Education

1998 - 2001
MBA from The Johns Hopkins University - Carey Business School
1986 - 1990
BS from Bucknell University

More Information

Social Presence :

Prographics :

Exp : 17 Location : New Alexandria, Virginia, United States Job Level : Mid-senior Designation : Business Management Analyst, Senior BPM Specialist, Health Information Technology at Defense Health Agency
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Insights For Selling To Debra

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
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Debra 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 Debra

  • 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 Debra move?

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

  • Can Debra take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Debra

Personality Compatibility


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