John Puglia

Critic
DISC Type : C

Sr. Director Research and Development at Thermo Fisher Scientific

Logan, Utah, United States

Overview

John has no verified overview

Personality Overview

Information Seeker

Precise

Critic

It is very likely that they will negotiate pricing or other important terms.  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

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

2023
Sr. Director Research and Development at Thermo Fisher Scientific
11-2010
Director R,D &E at Entegris
10-2005 - 11-2010
Strategic Program Manager at Foster-Miller, Inc
5-2000 - 9-2005
Director of Ultrafiltration Tech. at Millipore Corp
4-1992 - 1-2000
Manager R&D Exploratory Research at Koch Industries

Education

1985 - 1989
Ph.D from University of Massachusetts Lowell

More Information

Social Presence :

Prographics :

Exp : 33 Location : Logan, Utah, United States Job Level : Senior Designation : Sr. Director Research and Development at Thermo Fisher Scientific
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try too hard to build a relationship with them
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

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

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

Insights For Deal Planning

    How fast (or slow) will John move?

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

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

You And John

Personality Compatibility


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