Marshall Happ

Questioner
DISC Type : c

SVP BI & Applied AI at Instead

Caluire-et-Cuire, Auvergne-Rhône-Alpes, France

Overview

Marshall has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Marshall has no verified topics they care about

Media Appearances

Marshall has no verified media appearances

Work History

1-2023
SVP BI & Applied AI at Instead
8-2020
SVP Business Intelligence at Corvee
9-2018 - 8-2020
Director of Business Intelligence at Signature Consultants
7-2016 - 7-2018
Sr. Director of Data and Information Management at Modernizing Medicine
1-2015 - 7-2018
Director of BI and Data Services at Modernizing Medicine

Education

1994 - 2000
BS from Georgia Institute of Technology
1991 - 1994
Education details unavailable from John I Leonard HS

More Information

Social Presence :

Prographics :

Exp : 15 Location : Caluire-et-Cuire, Auvergne-Rhône-Alpes, France Job Level : Leadership Designation : SVP BI & Applied AI at Instead
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Insights For Selling To Marshall

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • 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 Marshall 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 Marshall

  • 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 Marshall move?

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

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


You And Marshall

Personality Compatibility


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