Marco Heldoorn

Inquirer
DISC Type : cd

Director, IT Business Relationship Management at ICON plc

Zwolle, Overijssel, Netherlands

Overview

Marco has no verified overview

Personality Overview

Judgemental

Upfront

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They care equally about the product and its potential impact. They respond well to confident salespeople.

Topics They Care About

Marco has no verified topics they care about

Media Appearances

Marco has no verified media appearances

Work History

7-2021
Director, IT Business Relationship Management at ICON plc
11-2020 - 6-2021
Director, IT Business Relationship Management at PRA Health Sciences
4-2018 - 11-2020
Associate Director, IT Business Relationship Management at PRA Health Sciences
11-2016 - 3-2018
Senior Manager, IT Business Relationship Management at PRA Health Sciences
7-2010 - 1-2014
Business Process Analyst Lead at Boston Scientific

Education

1994 - 1997
Bachelor of Science - BS from Hanze

More Information

Social Presence :

Prographics :

Exp : 12 Location : Zwolle, Overijssel, Netherlands Job Level : Mid-senior Designation : Director, IT Business Relationship Management at ICON plc
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Insights For Selling To Marco

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Tell them that you are there to help them create visible impact within their organization
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Avoid repeating yourself or making generalizations
  • Avoid long winding pitches, stay objective
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marco is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Marco

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Marco move?

  • Their decision making speed is somewhere in the middle.
  • Can Marco take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Marco

Personality Compatibility


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