Matthew McGurren

Questioner
DISC Type : c

Sales Director - West Region at ERBE USA Inc.

Newport Beach, California, United States

Overview

Matthew has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They prefer to analyze every situation thoroughly.


Topics They Care About

Matthew has no verified topics they care about

Media Appearances

Matthew has no verified media appearances

Work History

1-2007
Sales Director - West Region at ERBE USA Inc.
2-2004 - 12-2006
Territory Manager at Conmed Endoscopic Technologies (formerly a division of C.R. Bard)
6-1997 - 1-2004
Senior Account Executive at Factory Authorized Medical Scope Repair, Inc.

Education

1993 - 1997
Bachelor of Science (B.S.) from UNH Peter T. Paul College of Business and Economics
1989 - 1993
Education details unavailable from Central Catholic High School, Lawrence, MA

More Information

Social Presence :

Prographics :

Exp : 28 Location : Newport Beach, California, United States Job Level : Mid-senior Designation : Sales Director - West Region at ERBE USA Inc.
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • 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

DONT's

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

  • 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 Matthew move?

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

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


You And Matthew

Personality Compatibility


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