Graham Poage

Questioner
DISC Type : c

Director, Market Access at Veracyte, Inc.

Greater Minneapolis-St. Paul Area, United States

Overview

Graham is the Director of Market Access at Veracyte, bringing over 17 years of experience in medical science and the pharmaceutical industry. A Ph. D. graduate from Brown University, his expertise lies in educating healthcare providers and insurers on molecular profiling tests for cancer, particularly in breast and colon cancer diagnostics.

He is an alumnus of Colby College and also studied abroad at University College Cork, indicating an interest in higher education and international experience. Graham has a significant background in scientific research, including a postdoctoral fellowship at The University of Texas - MD Anderson Cancer Center.

Unique fact: Graham is a co-author on multiple peer-reviewed scientific publications, including research on cancer diagnostics and DNA methylation.

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Cancer Diagnostics
His career at Veracyte, HalioDx, and bioTheranostics has focused on molecular profiling and immune response diagnostics for cancer.
Market Access
His current role as Director, Market Access at Veracyte highlights his focus on bringing innovative medical technologies to patients and providers.
Healthcare Regulation
Expressed concern over FDA proposals that could stifle innovative technologies from smaller laboratories and negatively impact patients.

Media Appearances

Graham has no verified media appearances

Work History

9-2022
Director, Market Access at Veracyte, Inc.
8-2021 - 9-2022
Medical Science Liaison Director at Veracyte, Inc.
3-2019 - 8-2021
Medical Science Liaison Director at HalioDx, the immune response to cancer diagnostics
10-2015 - 3-2019
Medical Science Liaison at bioTheranostics
10-2014 - 10-2015
Laboratory Director at San Antonio Military Medical Center

Education

2006 - 2011
Doctor of Philosophy (Ph.D.) from Brown University
2000 - 2004
B.A. from Colby College

More Information

Social Presence :

Prographics :

Exp : 14 Location : Greater Minneapolis-St. Paul Area, United States Job Level : Mid-senior Designation : Director, Market Access at Veracyte, Inc.
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Insights For Selling To Graham

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Graham is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Graham

  • 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 Graham move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Graham take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Graham

Personality Compatibility


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