Michelle (White) Carty

Examiner
DISC Type : cs

Sr Principal at IQVIA

Cranston, Rhode Island, United States

Overview

Michelle has no verified overview

Personality Overview

Overcautious

Status Quo Seeker

Process Oriented

The only way to convince them is by showing them examples and ample proof.  They are thorough and always follow a systematic approach. Being observant comes to them naturally.

Topics They Care About

Michelle has no verified topics they care about

Media Appearances

Michelle has no verified media appearances

Work History

8-2023
Sr Principal at IQVIA
8-2017 - 8-2023
Vice President of Outcomes Insight Consulting and Senior Scientist at QualityMetric Incorporated
2-2013 - 8-2017
Senior Scientist and Senior Director of Consulting Operations at QualityMetric, OptumInsight, United Health Group
8-2008 - 2-2013
Director and Scientist, QualityMetric, now part of OptumInsight at QualityMetric Incorporated
3-2006 - 8-2008
Assistant Director GAIN Coordinating Center and Research Scientist at Chestnut Health Systems

Education

2001 - 2006
Ph.D from University of Illinois Urbana-Champaign
1998 - 2001
M.S. from Illinois State University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Cranston, Rhode Island, United States Job Level : Senior Designation : Sr Principal at IQVIA
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Insights For Selling To Michelle

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michelle is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Michelle

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Michelle move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Michelle take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Michelle

Personality Compatibility


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