Pam Cheng

Critic
DISC Type : C

Member Board Of Trustees at Stevens Institute of Technology

Washington DC-Baltimore Area, United States

Overview

Pam has no verified overview

Personality Overview

ROI Driven

Critic

Precise

It is very likely that they will negotiate pricing or other important terms.  Unless the value is proven by data, they are unlikely to value fancy features. They prefer to analyze logically and value objective facts over emotions.

Topics They Care About

Pam has no verified topics they care about

Media Appearances

Pam has no verified media appearances

Work History

12-2021
Member Board Of Trustees at Stevens Institute of Technology
3-2020
Board Member at Smiths Group plc
6-2015
Executive Vice President - Global Operations & IT and CSO at AstraZeneca
2014 - 6-2020
Board Member at Codexis, Inc.
2011 - 2015
President, MSD China at Merck

Education

1988 - 1995
Bachelor of Engineering (B.Eng.); Master of Engineering (M. Eng.) from Stevens Institute of Technology
1995 - 1998
Master of Business Administration (MBA) from Pace University

More Information

Social Presence :

Prographics :

Exp : 34 Location : Washington DC-Baltimore Area, United States Job Level : Leadership Designation : Member Board Of Trustees at Stevens Institute of Technology
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Insights For Selling To Pam

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Make extra effort to not seem pushy or confrontational
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pam is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Pam

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Pam move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Pam take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Pam

Personality Compatibility


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