Mike Ward

Enigma
DISC Type : cdi

Sr. Director Global Marketing, Immunology at CSL Behring

Greater Philadelphia, United States

Overview

Mike has no verified overview

Personality Overview

Hard To Convince

Friendly Yet Blunt

Challenger

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

8-2019
Sr. Director Global Marketing, Immunology at CSL Behring
7-2017 - 7-2019
Director - Immunology Marketing at CSL Behring
5-2015 - 7-2017
Product Director - Hemophilia at CSL Behring
3-2012 - 3-2015
Product Director - Urology at Endo Pharmaceuticals
5-2010 - 3-2012
Product Director at Grifols

Education

2001 - 2003
MBA from The University of Chicago Booth School of Business
1992 - 1997
BChE from University of Delaware

More Information

Social Presence :

Prographics :

Exp : 21 Location : Greater Philadelphia, United States Job Level : Senior Designation : Sr. Director Global Marketing, Immunology at CSL Behring
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Mike

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Mike take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Mike

Personality Compatibility


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