Glenn Whaley

Evaluator
DISC Type : dcs

Chief Financial Officer at Immunic Therapeutics

Bloomingdale, New Jersey, United States

Overview

Glenn has no verified overview

Personality Overview

Thorough Evaluator

Quality Focused

Fast But Analytical

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Glenn has no verified topics they care about

Media Appearances

Glenn has no verified media appearances

Work History

3-2022
Chief Financial Officer at Immunic Therapeutics
12-2019 - 3-2022
VP Finance Principal Financial and Accounting Officer at Immunic Therapeutics
4-2015 - 8-2019
VP Finance, Principal Accounting Officer and Controller at Pernix Therapeutics
5-2011 - 3-2015
VP Corporate Controller at Alvogen
1-2005 - 6-2011
AVP and Controller at ImClone Systems

Education

1986 - 1990
BS from Rutgers University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Bloomingdale, New Jersey, United States Job Level : Leadership Designation : Chief Financial Officer at Immunic Therapeutics
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Insights For Selling To Glenn

During A Call Or A Meeting

DO's

  • Be prepared for comments or questions that are critical of your product or your claims
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Glenn is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Glenn

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Glenn move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Glenn take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Glenn

Personality Compatibility


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