Pat Gleason, PharmD, FCCP, FAMCP

Questioner
DISC Type : c

Member at Academy of Managed Care Pharmacy

Minneapolis, Minnesota, United States

Overview

Pat has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Pat has no verified topics they care about

Media Appearances

Pat has no verified media appearances

Work History

Member at Academy of Managed Care Pharmacy
2-2002
Assistant Vice President, Health Outcomes at Prime Therapeutics
Adjunct Professor, College of Pharmacy at University of Minnesota
Asisstant Professor at University of Minnesota
Clinical Scientific Manager at Pharmacia

Education

Doctor of Pharmacy - PharmD from University of Minnesota
1994 - 1996
Fellowship from University of Pittsburgh

More Information

Social Presence :

Prographics :

Exp : 23 Location : Minneapolis, Minnesota, United States Job Level : Senior Designation : Member at Academy of Managed Care Pharmacy
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Insights For Selling To Pat

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pat is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Pat

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Pat move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Pat take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Pat

Personality Compatibility


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