Marla Bornstein

Questioner
DISC Type : c

Senior Vice President, Business Development at Neomorph, Inc.

San Diego, California, United States

Overview

Marla has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Marla has no verified topics they care about

Media Appearances

Marla has no verified media appearances

Work History

11-2021
Senior Vice President, Business Development at Neomorph, Inc.
6-2008 - 11-2021
Senior Director Of Business Development at Illumina
5-2007 - 5-2008
Oncology New Products Marketing at Biogen Idec
6-2004 - 5-2007
Decision Support at Biogen Idec
Associate at The Analytica Group

Education

1998 - 2000
Education details unavailable from Columbia Business School
1992 - 1995
BSc from McGill University

More Information

Social Presence :

Prographics :

Exp : 21 Location : San Diego, California, United States Job Level : Leadership Designation : Senior Vice President, Business Development at Neomorph, Inc.
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Insights For Selling To Marla

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 Marla 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 Marla

  • 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 Marla move?

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

  • Can Marla take some risk or not?

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


You And Marla

Personality Compatibility


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