Melissa Costa

Examiner
DISC Type : cs

Associate Director of Patient Recruitment at Worldwide Clinical Trials

Cary, North Carolina, United States

Overview

Melissa has no verified overview

Personality Overview

Tough To Convince

Unexpressive

Late Adopter

They tend to be clear about their needs and limitations and are unlikely to promise too much.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Melissa has no verified topics they care about

Media Appearances

Melissa has no verified media appearances

Work History

1-2021
Associate Director of Patient Recruitment at Worldwide Clinical Trials
10-2014 - 1-2021
Manager, Patient Recruitment Planning at ICON plc
12-2013 - 10-2014
Patient Recruitment Manager at inVentiv Health
7-2008 - 12-2013
Project Manager / Patient Recruitment Specialist at PAREXEL
Associate Project Manager at PPD

Education

1989 - 1993
BA from University of North Carolina at Greensboro
Education details unavailable from Athens drive

More Information

Social Presence :

Prographics :

Exp : 17 Location : Cary, North Carolina, United States Job Level : Mid-senior Designation : Associate Director of Patient Recruitment at Worldwide Clinical Trials
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Insights For Selling To Melissa

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Melissa is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Melissa

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Melissa move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Melissa take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Melissa

Personality Compatibility


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