Dickie Dove

Judge
DISC Type : Dc

Career Strategist - Executive MBA Program at IMD

Lausanne Metropolitan Area, Switzerland

Overview

Dickie has no verified overview

Personality Overview

Demanding

Features Driven

Quality Focused

They respond better to strong and respectful interactions.  They like to be in a position where they can control the conversation and terms. More than the product, they care about the effectiveness of the product.

Topics They Care About

Dickie has no verified topics they care about

Media Appearances

Dickie has no verified media appearances

Work History

9-2025
Career Strategist - Executive MBA Program at IMD
11-2021
Founder | Career Consultant at Defiance Strategy
4-2019 - 7-2021
Director – Talent Acquisition at Merck Group
4-2017 - 7-2019
Director - Patient Engagement at Merck Group
4-2015 - 4-2017
Director - Business Development at Merck Group

Education

2008 - 2009
MBA from IMD
2006 - 2013
FCMA (Fellow) from CIMA

More Information

Social Presence :

Prographics :

Exp : 15 Location : Lausanne Metropolitan Area, Switzerland Job Level : N/A Designation : Career Strategist - Executive MBA Program at IMD
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Insights For Selling To Dickie

During A Call Or A Meeting

DO's

  • Speak about competitive differentiation that your product offers
  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Don't try too hard to forge relationships with them
  • Don’t be in a rush to invite them for a social meet and greet

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dickie is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Dickie

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Dickie move?

  • They can take decisions very fast if you manage to convince them.
  • Can Dickie take some risk or not?

  • The risks don’t matter much to them.

You And Dickie

Personality Compatibility


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