Michael Webb

Questioner
DISC Type : c

Assistant Professor at Princeton University

Greater Chicago Area, United States

Overview

Michael has no verified overview

Personality Overview

Systematic

Value Seeker

Not Easily Convinced

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. They prefer to analyze every situation thoroughly.


Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

1-2020
Assistant Professor at Princeton University
11-2016 - 12-2019
Postdoctoral Scholar at Institute for Molecular Engineering, University of Chicago
9-2011 - 10-2016
Graduate Student Researcher; Miller group at California Institute of Technology
6-2011 - 8-2011
Student Research Assistant at Lawrence Berkeley National Laboratory: Molsim Group
6-2010 - 8-2010
Engineering and Technology Fellow at Merck & Co, Inc (MMD/BMSC)

Education

2011 - 2016
PhD from Caltech
2007 - 2011
Bachelor of Science from University of California, Berkeley

More Information

Social Presence :

Prographics :

Exp : 16 Location : Greater Chicago Area, United States Job Level : Junior Designation : Assistant Professor at Princeton University
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 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?

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


You And Michael

Personality Compatibility


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