Sabine Dettwiler, PhD, MBA

Questioner
DISC Type : c

VP of Data, Technology and Advisory Services at IQVIA

Switzerland

Overview

Sabine has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to fully evaluate every situation. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Sabine has no verified topics they care about

Media Appearances

Sabine has no verified media appearances

Work History

4-2023
VP of Data, Technology and Advisory Services at IQVIA
11-2021 - 11-2022
Global Commercial Accounts Lead for Europe at Veeva Systems
11-2019 - 10-2021
Managing Director at Syneos Health Consulting
2-2018 - 11-2019
Associate Partner, Advisory Life Sciences, Customer & Strategy Team Lead at EY
1-2015 - 12-2017
Executive Director Advisory Life Sciences at EY

Education

2005 - 2006
MBA from Boston College Carroll School of Management
1998 - 2003
Doctor of Philosophy (Ph.D.) from University of Basel

More Information

Social Presence :

Prographics :

Exp : 10 Location : Switzerland Job Level : Senior Designation : VP of Data, Technology and Advisory Services at IQVIA
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Insights For Selling To Sabine

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sabine is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Sabine

  • 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 Sabine move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Sabine take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Sabine

Personality Compatibility


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