Michael Pfeffer

Questioner
DISC Type : c

Chief Information Officer at Stanford Health Care

Stanford, California, United States

Overview

Michael has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

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

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

8-2021
Chief Information Officer at Stanford Health Care
8-2021
Chief Information Officer at Stanford University School of Medicine
8-2021
Clinical Professor of Medicine at Stanford University School of Medicine
8-2021
Associate Dean at Stanford University School of Medicine
8-2021
Chief Information Officer at Technology & Digital Solutions - Stanford Medicine

Education

2007 - 2008
Chief Residency from David Geffen School of Medicine at UCLA
2004 - 2007
Residency from David Geffen School of Medicine at UCLA
2000 - 2004
MD from Joan & Sanford I. Weill Medical College of Cornell University
1996 - 2000
Bachelor of Science - BS from Brown University
2010 - 2010
American Medical Informatics Association 10x10 Course in Biomedical and Health Informatics from Oregon Health & Science University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Stanford, California, United States Job Level : Leadership Designation : Chief Information Officer at Stanford Health Care
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael 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 Michael

  • 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 move?

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

  • Can Michael take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Michael

Personality Compatibility


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