Mark Williams

Questioner
DISC Type : c

Life Science Executive at Leica Biosystems

Rochester, Michigan, United States

Overview

Mark has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  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.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

1-2019
Life Science Executive at Leica Biosystems
3-2014 - 1-2019
National Account Manager at Labelmaster
6-2011 - 12-2013
Quantum Sales Specialist at Terumo BCT
1-2009 - 5-2011
District Sales Manager, Central Midwest at Miltenyi Biotec
9-2000 - 5-2011
Technical Sales Consultant at Miltenyi Biotec

Education

1982 - 1986
BSBA/BS from Geneva College

More Information

Social Presence :

Prographics :

Exp : 25 Location : Rochester, Michigan, United States Job Level : N/A Designation : Life Science Executive at Leica Biosystems
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

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.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Mark

  • 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 Mark move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Mark take some risk or not?

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


You And Mark

Personality Compatibility


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