Malcolm Strohson

Critic
DISC Type : C

Director at Blue Shield of California

Orange County, California, United States

Overview

Malcolm has no verified overview

Personality Overview

Precise

Critic

Objective Thinker

Unless the value is proven by data, they are unlikely to value fancy features.  They like to take decisions independently and do not seek others' support often. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Malcolm has no verified topics they care about

Media Appearances

Malcolm has no verified media appearances

Work History

8-2018
Director at Blue Shield of California
4-2016 - 8-2018
Chief Revenue Officer at Proposal Technologies Network, Inc.
2-2007 - 3-2016
Business Manager at Blue Shield of California
VP Account Management at CIGNA Healthcare

Education

Master of Business Administration (M.B.A.) from University of California, Irvine - The Paul Merage School of Business
Bachelor’s Degree from Northern Arizona University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Orange County, California, United States Job Level : Mid-senior Designation : Director at Blue Shield of California
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Insights For Selling To Malcolm

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Malcolm is

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

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

Insights For Deal Planning

    How fast (or slow) will Malcolm move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Malcolm take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Malcolm

Personality Compatibility


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