Paul Marthers

Questioner
DISC Type : c

Principal Consultant at The Marthers Group

Atlanta, Georgia, United States

Overview

Paul has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to do thorough analysis of any situation. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

3-2026
Principal Consultant at The Marthers Group
3-2018 - 8-2019
Interim Vice President of Campus Life at Emory University
7-2017 - 3-2026
Vice Provost, Enrollment Management at Emory University
7-2017 - 3-2022
Co-Executive Director of the Emory Undergraduate Project at Emory University
9-2014 - 7-2017
Associate Vice Chancellor for Enrollment Management and Student Success at The State University of New York

Education

2006 - 2008
Ed.D. from University of Pennsylvania
2002 - 2005
MA from Reed College

More Information

Social Presence :

Prographics :

Exp : 28 Location : Atlanta, Georgia, United States Job Level : Senior Designation : Principal Consultant at The Marthers Group
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul 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 Paul

  • 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 Paul move?

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

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


You And Paul

Personality Compatibility


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