Paul Glickman

Enigma
DISC Type : DCI

Senior Clinicial Trial Manager at ICON plc

United States

Overview

Paul has no verified overview

Personality Overview

Friendly Yet Blunt

Persuasive & Assertive

Hard To Convince

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

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

10-2023
Senior Clinicial Trial Manager at ICON plc
8-2021 - 9-2023
Clinical Trial Manager at ICON plc
3-2021 - 8-2021
Clinical Trial Manager at DOCS
9-2020 - 3-2021
Clinical Study Manager at Celerion
10-2016 - 4-2019
Clinical Research Specialist at Health Awareness Inc.

Education

2006 - 2008
Associate's degree from Palm Beach State College

More Information

Social Presence :

Prographics :

Exp : 9 Location : United States Job Level : Middle Designation : Senior Clinicial Trial Manager at ICON plc
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

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

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

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Paul 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 Paul

Personality Compatibility


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