Juan Zavala

Critic
DISC Type : C

Principal Clinical Programmer at Sarah Cannon Research Institute

Fort Lauderdale, Florida, United States

Overview

Juan has no verified overview

Personality Overview

ROI Driven

Precise

Objective Thinker

They like to take decisions independently and do not seek others' support often.  They don’t appreciate bells and whistles unless backed by data. They prefer to analyze logically and value objective facts over emotions.

Topics They Care About

Juan has no verified topics they care about

Media Appearances

Juan has no verified media appearances

Work History

2-2011
Principal Clinical Programmer at Sarah Cannon Research Institute
8-2005 - 11-2010
Sr. Lead Clinical Trial Developer at OmniComm Systems, Inc
10-1997 - 8-2005
IT Systems Analyst and Developer at Keane, Inc
6-1991 - 10-1997
Sales Technical Representative at Trans Union Credit Bureau of Puerto Rico
1-1985 - 6-1991
Computer Technician at Gould Computer Systems

Education

1981 - 1985
BS from Universidad del Turabo

More Information

Social Presence :

Prographics :

Exp : 41 Location : Fort Lauderdale, Florida, United States Job Level : Senior Designation : Principal Clinical Programmer at Sarah Cannon Research Institute
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Insights For Selling To Juan

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Tell them what ROI they can expect
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don’t try too hard to build a relationship with them
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Juan is

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

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

Insights For Deal Planning

    How fast (or slow) will Juan move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Juan take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Juan

Personality Compatibility


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