Natalia Balko Kotchie

Evaluator
DISC Type : csd

Senior Vice President, R&D Applied Data Science Center at IQVIA

Greater London, England, United Kingdom

Overview

Natalia has no verified overview

Personality Overview

Quality Focused

Fast But Analytical

Thorough Evaluator

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Natalia has no verified topics they care about

Media Appearances

Natalia has no verified media appearances

Work History

8-2024
Senior Vice President, R&D Applied Data Science Center at IQVIA
9-2018 - 8-2024
VP, R&D Applied Data Science Center (formerly Next Generation of Clinical Development) at IQVIA
10-2016 - 8-2018
VP and Head, Analytics Center of Excellence, R&D Solutions at IQVIA
8-2013 - 10-2016
Principal at IMS Health
2011 - 6-2013
MBA Candidate at Stanford Graduate School of Business

Education

2011 - 2013
MBA from Stanford University Graduate School of Business
2003 - 2007
AB from Princeton University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Greater London, England, United Kingdom Job Level : Leadership Designation : Senior Vice President, R&D Applied Data Science Center at IQVIA
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Insights For Selling To Natalia

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Natalia is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Natalia

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Natalia move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Natalia take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Natalia

Personality Compatibility


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