Debra Schafrath

Critic
DISC Type : C

Senior Director, Commercial Business Office Strategy & Programs, Research & Development Solutions at IQVIA

Durham, North Carolina, United States

Overview

Debra has no verified overview

Personality Overview

Negotiator

Precise

Information Seeker

They like to take decisions independently and do not seek others' support often.  Unless the value is proven by data, they are unlikely to value fancy features. They prefer to analyze logically and value objective facts over emotions.

Topics They Care About

Debra has no verified topics they care about

Media Appearances

Debra has no verified media appearances

Work History

4-2014
Senior Director, Commercial Business Office Strategy & Programs, Research & Development Solutions at IQVIA
8-2013 - 4-2014
Senior Director, Global Sales Operations at IQVIA
3-2010 - 8-2013
Director, Global Sales Operations at IQVIA
2000 - 2006
Director of Marketing at Flint Group
1996 - 1998
Marketing Analyst at Copeland Corporation

Education

2007 - 2009
MBA from University of Michigan - Stephen M. Ross School of Business
1998 - 1999
DELF from Université Lumière Lyon 2

More Information

Social Presence :

Prographics :

Exp : 26 Location : Durham, North Carolina, United States Job Level : Senior Designation : Senior Director, Commercial Business Office Strategy & Programs, Research & Development Solutions at IQVIA
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Insights For Selling To Debra

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Be ready for penetrating questions and critical examination of your pitch
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t rush them till they have clearly gotten all the necessary information
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Debra is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Debra

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Debra move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Debra take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Debra

Personality Compatibility


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