John Ulam

Inquirer
DISC Type : dc

Director, Software Engineering at Change Healthcare

Alpharetta, Georgia, United States

Overview

John has no verified overview

Personality Overview

Upfront

Judgemental

Demanding

They care equally about the product and its potential impact.  They can be nudged to make faster decisions by offering what they value. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

5-2017
Director, Software Engineering at Change Healthcare
1-2017 - 5-2017
Director of Software Development at RelayHealth
6-2012 - 12-2016
Software Development Manager at RelayHealth
5-2007 - 5-2012
Senior Software Engineer at RelayHealth
7-2001 - 5-2007
Software Engineer at Per-Se Technologies

Education

1993 - 1997
Business Management from The University of Georgia
1999 - 2001
MIT from American InterContinental University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Alpharetta, Georgia, United States Job Level : Mid-senior Designation : Director, Software Engineering at Change Healthcare
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Stress on the business value that your product offers
  • Highlight the competitive differentiation of your product
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Refrain from asking too many questions
  • Avoid long winding pitches, stay objective
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from John

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will John move?

  • Their decision making speed is somewhere in the middle.
  • Can John take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And John

Personality Compatibility


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