Scott Sugerman

Enigma
DISC Type : dci

Director at Gilead Sciences

United States

Overview

Scott has no verified overview

Personality Overview

Persuasive & Assertive

Friendly Yet Blunt

Hard To Convince

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

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

11-2024
Director at Gilead Sciences
11-2020 - 3-2024
Director - Training, MS/NMO Network and Therapeutic Area Training Coordinator Team at Genentech
10-2020 - 11-2020
Associate Director - Training, MS/NMO Network and Therapeutic Area Training Coordinator Team at Genentech
11-2019 - 10-2020
Senior Manager, Training - MS/NMO Network at Genentech
3-2006 - 8-2011
Sales Professional at Amgen

Education

1989 - 1993
Bachelor of Business Administration (BBA) from University of Miami
1989 - 1993
BBA from University of Miami Herbert Business School

More Information

Social Presence :

Prographics :

Exp : 11 Location : United States Job Level : Mid-senior Designation : Director at Gilead Sciences
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t be too objective but make sure to pad your storytelling with data points
  • 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 Scott is

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

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

Insights For Deal Planning

    How fast (or slow) will Scott move?

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

Personality Compatibility


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