Marco Perfetti

Questioner
DISC Type : c

Director, Clinical Systems at ICON plc

Feasterville-Trevose, Pennsylvania, United States

Overview

Marco has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Not Easily Convinced

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. They prefer to analyze every situation thoroughly.


Topics They Care About

Marco has no verified topics they care about

Media Appearances

Marco has no verified media appearances

Work History

3-2024
Director, Clinical Systems at ICON plc
9-2020 - 3-2024
Associate Director, Clinical Systems at PRA Health Sciences
10-2018 - 8-2020
Senior Manager, Clinical Systems at PRA Health Sciences
11-2013 - 10-2018
Sr. Manager, Clinical Data Management at Covance
10-2009 - 10-2018
Senior Manager, Clinical Database Applications Development at Covance

Education

1994 - 1998
Bachelor's degree from Rider University
1990 - 1994
Education details unavailable from LaSalle College High School

More Information

Social Presence :

Prographics :

Exp : 21 Location : Feasterville-Trevose, Pennsylvania, United States Job Level : Mid-senior Designation : Director, Clinical Systems at ICON plc
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Insights For Selling To Marco

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • 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 Marco 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 Marco

  • 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 Marco move?

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

  • Can Marco take some risk or not?

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


You And Marco

Personality Compatibility


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