Mark Perna

Doer
DISC Type : ds

Senior Vice President at ISG

Buffalo-Niagara Falls Area, United States

Overview

Mark Perna is the Senior Vice President at ISG, a business-savvy professional with extensive experience driving revenue growth and building high-performance sales teams. He is skilled in P&L management, strategic sales planning, and corporate finance. He holds a Bachelor of Science from Buffalo State University.

He has been a silent partner in two separate start-up companies in Buffalo: Probe Investigation Services and EagleHawk One, Inc.

Personality Overview

Fast-paced

Results Focused

Strategic Planner

They exhibit a rare combination of being result-oriented but patient at the same time.  They are very professional in their approach and can weigh multiple perspectives together. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Driving Revenue Growth
His profile highlights a proven track record and substantial experience in overseeing strategies for substantial corporate growth and profitability.
High-Performance Sales Teams
He has extensive expertise in sales staff recruitment and building teams to achieve revenue targets.
Strategic Partnerships
He specializes in developing strong relationships with insurance carriers, third-party administrators, law firms, and physicians to drive business.

Media Appearances

Mark has no verified media appearances

Work History

7-2025
Senior Vice President at ISG
10-2016
Additional Experience: at EagleHawk One, Inc.
9-2004 - 7-2025
Vice President, Sales & Marketing at Legal Med
6-1997
Additional Experience: at Probe Investigation Services
6-1994 - 7-2025
Vice President, Sales & Marketing at First Choice Evaluations

Education

Bachelor of Science - BS from Buffalo State University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Buffalo-Niagara Falls Area, United States Job Level : Leadership Designation : Senior Vice President at ISG
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • During followups, use phone or text if needed, they should be fine
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't shy away from asking hard questions, but be extra polite
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Mark

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Mark take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Mark

Personality Compatibility


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