Mike Mencer,

Wildcard
DISC Type : cis

Executive Vice President and General Manager, Early Phase Clinical Services at Worldwide Clinical Trials

Raleigh-Durham-Chapel Hill Area, United States

Overview

Mike has no verified overview

Personality Overview

ROI Driven

Curious But Skeptical

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

1-2020 - 12-2025
Executive Vice President and General Manager, Early Phase Clinical Services at Worldwide Clinical Trials
5-2018 - 10-2019
Executive Director, Business Development Operations at Acurian Inc.
10-2017
Principal - Pharmaceutical, Biotech and CRO consulting at DMM Triangle Services, LLC
12-2015 - 10-2017
Vice President, Pharmaceutical Development Services at Patheon
1-2015 - 12-2015
Senior Director, Global Integrated Offering at Patheon

Education

BS from Xavier University
Leadership Development Program from Center for Creative Leadership

More Information

Social Presence :

Prographics :

Exp : 25 Location : Raleigh-Durham-Chapel Hill Area, United States Job Level : Senior Designation : Executive Vice President and General Manager, Early Phase Clinical Services at Worldwide Clinical Trials
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Focus on immediate action-items rather than the larger goals
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Mike

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Mike take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Mike

Personality Compatibility


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