Marcus Spiegelman

Questioner
DISC Type : c

Regional Vice President Business Development at Lumere

Sarasota, Florida, United States

Overview

Marcus has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Systematic

They prefer to analyze every situation thoroughly.
  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Marcus has no verified topics they care about

Media Appearances

Marcus has no verified media appearances

Work History

1-2018
Regional Vice President Business Development at Lumere
11-2016 - 1-2018
Enterprise Sales Executive at Lumere
7-2014 - 11-2016
Senior Sales Executive at McKesson
2-2013 - 3-2014
Sales Director at GHX
1-2006 - 4-2013
Enterprise Sales Executive at GHX

Education

1988 - 1992
Economics from Penn State University
1993 - 1993
CCEMT-P from University of Maryland Baltimore County

More Information

Social Presence :

Prographics :

Exp : 26 Location : Sarasota, Florida, United States Job Level : Senior Designation : Regional Vice President Business Development at Lumere
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Insights For Selling To Marcus

During A Call Or A Meeting

DO's

  • 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
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marcus 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 Marcus

  • 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 Marcus move?

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

  • Can Marcus take some risk or not?

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


You And Marcus

Personality Compatibility


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