Lesley Richard

Questioner
DISC Type : c

Director, Payer Marketing at SummaCare

Akron, Ohio, United States

Overview

Lesley has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. They prefer to analyze every situation thoroughly.


Topics They Care About

Lesley has no verified topics they care about

Media Appearances

Lesley has no verified media appearances

Work History

2-2020
Director, Payer Marketing at SummaCare
12-2011 - 2-2020
Sr. Marketing Strategist at Summa Health
4-2010 - 12-2011
Marketing Manager at Cleveland Clinic
10-2007 - 6-2010
Marketing Associate at Cleveland Clinic
7-2005 - 10-2007
Traffic and Production Manager at Cleveland Clinic

Education

2000 - 2003
Bachelor of Business Administration from Kent State University
1996 - 2000
High School from Columbia High School

More Information

Social Presence :

Prographics :

Exp : 23 Location : Akron, Ohio, United States Job Level : Mid-senior Designation : Director, Payer Marketing at SummaCare
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Insights For Selling To Lesley

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lesley is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Lesley

  • 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 Lesley move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Lesley take some risk or not?

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


You And Lesley

Personality Compatibility


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