Rick Winningham

Observer
DISC Type : ci

CEO at Theravance

Burlingame, California, United States

Overview

Rick has no verified overview

Personality Overview

Assertive

Value Driven

Example Seeker

They are generally strong communicators and are not easy to convince.  They ask a lot of questions and rely heavily on information and collaterals. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Rick has no verified topics they care about

Media Appearances

Rick has no verified media appearances

Work History

CEO at Theravance
9-1986 - 9-2001
President, Bristol-Myers Squibb Oncology/Immunology/ Oncology Therapeutics Network (OTN); at Bristol-Myers Squibb
President, Oncology/Immunology/OTN/Global Marketing at Bristol-Myers Squibb, Princeton, New Jersey

Education

1982 - 1984
MBA from Texas Christian University
1979 - 1981
B.S. from Southern Illinois University@Carbondale

More Information

Social Presence :

Prographics :

Exp : 15 Location : Burlingame, California, United States Job Level : Leadership Designation : CEO at Theravance
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Insights For Selling To Rick

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Help them understand the risk aspect fully while inspiring confidence
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments
  • Don’t brush off any concerns, take all questions seriously

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rick is

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

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Rick move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Rick take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Rick

Personality Compatibility


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