Ken Shanahan

Questioner
DISC Type : c

Senior Director of Emergency Medicine / Behavioral Health at UMass Memorial Medical Center

Boston, Massachusetts, United States

Overview

Ken has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to analyze every situation thoroughly.
 While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

2020
Senior Director of Emergency Medicine / Behavioral Health at UMass Memorial Medical Center
2016 - 2021
Clinical Specialist at Baim Institute for Clinical Research
2010 - 2020
Clinical Nursing Director at Tufts Medical Center
2008 - 2010
Assistant Clinical Manager of the Cardiothoracic ICU & Intermediate Cardiothoracic Unit at Lifespan
2004 - 2007
Flight Nurse at AirCare (Flight Program for INOVA Fairfax Hospital) at PHI Air Medical

Education

2010 - 2012
MSN from The George Washington University
1997 - 2002
BSN from University of Rhode Island

More Information

Social Presence :

Prographics :

Exp : 24 Location : Boston, Massachusetts, United States Job Level : Senior Designation : Senior Director of Emergency Medicine / Behavioral Health at UMass Memorial Medical Center
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Ken

  • 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 Ken move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Ken take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Ken

Personality Compatibility


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