Michael L. Barta, Ph.D.

Questioner
DISC Type : c

Senior Research Scientist at ICON plc

Lenexa, Kansas, United States

Overview

Michael has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Not Easily Convinced

They prefer to do thorough analysis of any situation.  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.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

12-2025
Senior Research Scientist at ICON plc
9-2025 - 11-2025
Scientific Field Enablement Manager at Catalent
3-2025 - 9-2025
Senior Manager at Catalent
1-2022 - 3-2025
Manager at Catalent
6-2015 - 8-2017
Research Assistant Professor at The University of Kansas

Education

2007 - 2011
Ph.D from University of Missouri-Kansas City
2002 - 2007
BS from Kansas State University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Lenexa, Kansas, United States Job Level : N/A Designation : Senior Research Scientist at ICON plc
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Insights For Selling To Michael L.

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • 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 Michael L. 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 Michael L.

  • 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 Michael L. move?

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

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


You And Michael L.

Personality Compatibility


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