Paul Hafey

Inquirer
DISC Type : cd

President and CEO at Sovereign Pharmaceuticals, LLC

Fort Worth, Texas, United States

Overview

Paul has no verified overview

Personality Overview

ROI Conscious

Judgemental

Demanding

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. 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

10-2016
President and CEO at Sovereign Pharmaceuticals, LLC
5-2011 - 10-2016
Vice President R&D and Regulatory Affairs at Sovereign Pharmaceuticals LLC
4-2008 - 5-2011
Vice President R&D at Sovereign Pharmaceutical
Associate Director Global Drug Product R&D at UCB
Director Technical Development at Celltech Pharmaceutical

Education

1989 - 1992
Bachelor's Degree from Capital University
1979 - 1989
Associate's Degree from The Ohio State University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Fort Worth, Texas, United States Job Level : Leadership Designation : President and CEO at Sovereign Pharmaceuticals, LLC
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Make sure that they have the necessary authority, they could present false stature sometimes

DONT's

  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space
  • Do not give up if they are not convinced, try again with a different approach

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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