Paul Chang

Go-getter
DISC Type : d

Senior Vice President, Design and Experience at Medidata Solutions

Walnut Creek, California, United States

Overview

Paul has no verified overview

Personality Overview

Direct & Candid

Decisive

Fast-Paced

They care equally about the product and its potential impact.  They respond well to confident salespeople. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

4-2024
Senior Vice President, Design and Experience at Medidata Solutions
4-2021 - 4-2024
Vice President, Design at Medidata Solutions
1-2020 - 4-2021
Senior Director, Patient Cloud Design at Medidata Solutions
3-2019 - 3-2020
Director of Design at SRI International
2-2018 - 3-2019
Consultant at SRI International

Education

Ph.D. from Cornell University
B.S. from Tufts University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Walnut Creek, California, United States Job Level : Leadership Designation : Senior Vice President, Design and Experience at Medidata Solutions
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Be crisp while making the pitch
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Avoid long winding pitches, stay objective
  • Don’t try to be an alpha salesperson, give them equal space
  • Refrain from asking too many questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Paul

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Paul take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Paul

Personality Compatibility


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