Larry Hughes

Questioner
DISC Type : c

Staff Technical Program Manager at WellSky (formerly known as Mediware)

Kansas City, Missouri, United States

Overview

Larry has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Cautious & Analytical

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

Topics They Care About

Larry has no verified topics they care about

Media Appearances

Larry has no verified media appearances

Work History

2-2008
Staff Technical Program Manager at WellSky (formerly known as Mediware)
2-2008 - 7-2018
Senior Project Manager at Mediware Information Systems
2-2007 - 12-2007
Project Manager at Ad Astra Information Systems
4-2005 - 2-2007
IT Project Manager at the Sunflower Group
1992 - 2005
Manager at Sprint

Education

Masters from The George Washington University
1986 - 1988
MBA from Webster University

More Information

Social Presence :

Prographics :

Exp : 34 Location : Kansas City, Missouri, United States Job Level : Middle Designation : Staff Technical Program Manager at WellSky (formerly known as Mediware)
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Insights For Selling To Larry

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid rushing them, be polite and patient
  • 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 Larry 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 Larry

  • 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 Larry move?

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

  • Can Larry take some risk or not?

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


You And Larry

Personality Compatibility


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