Larry Leins

Wildcard
DISC Type : sci

South Region Sales Director at Pentax Medical Company

Raleigh, North Carolina, United States

Overview

Larry Leins is a seasoned sales director at Pentax Medical with 28 years of experience in strategic account management and business development. An MBA graduate from Pepperdine University, he specializes in providing advanced endoscopy equipment and consulting to Gastroenterology and Pulmonary physicians across the South/S. E. United States.

Based on his interests, he follows developments within the broader healthcare industry, such as at GE HealthCare, and also shows an interest in the U. S. Navy. Colleagues describe him as relationship-focused, a good listener, and someone who serves as a consultant to his clients.

He has built a highly specialized expertise in advanced GI procedures, including Endoscopic Ultrasound and ERCP.

Personality Overview

Requires Proof

Curious But Skeptical

ROI Driven

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Advanced Endoscopy Tech
His work and posts focus on the latest in endoscopy, including 4K processors and new generation scopes for advanced GI procedures like EUS and ERCP.
Patient Safety
His role involves consulting on clinical best practices, and he has shared content about reducing chemicals and the risk of human error in medical procedures.
Strategic Account Growth
With a long career in sales and strategic account management, he focuses on building key relationships and identifying margin improvement opportunities for partners.

Media Appearances

Larry has no verified media appearances

Work History

10-2018
South Region Sales Director at Pentax Medical Company
9-2008
Territory Manager at Pentax Medical Company
5-1999 - 9-2008
Strategic Account Manager at Temple-Inland
5-1997 - 5-1999
Regional Sales Manager at Beau Interconnect
6-1991 - 5-1997
Field Sales Engineer at Brush Wellman

Education

1994 - 1996
MBA from Pepperdine University
1987 - 1991
B.S. - Marketing from Gannon University

More Information

Social Presence :

Prographics :

Exp : 34 Location : Raleigh, North Carolina, United States Job Level : Mid-senior Designation : South Region Sales Director at Pentax Medical Company
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Insights For Selling To Larry

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Share testimonials from known people and give multiple examples of product value
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don't ask them to move fast, let them take their time and digest all the information
  • 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

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Larry

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Larry move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Larry take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Larry

Personality Compatibility


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