Spence Papke

Pioneer
DISC Type : ids

Vice President of Sales and Service for New England at Aetna, a CVS Health Company

Marlborough, Massachusetts, United States

Overview

Spence Papke is the Vice President of Sales and Service for New England at Aetna, a CVS Health Company. He is a seasoned business development executive focused on building strong client relationships, managing complex product programs, and driving growth. He attended Ohio Wesleyan University.

Spence is an alumnus of Ohio Wesleyan University, where he was a member of the Ohio Delta Chapter. His professional work involves advocating for better value and cost transparency for patients within the healthcare system, particularly in the New England area.

He has been an advocate for making the price of healthcare procedures more accessible to consumers in Massachusetts.

Personality Overview

Decisive But Friendly

Friendly But Fast

Dynamic But Sincere

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  If they are convinced, they can become very strong champions for your product They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Healthcare Price Transparency
Has been involved in discussions advocating for consumers to have clearer information on the price of healthcare procedures ahead of time.
Value-Based Healthcare
Focuses on providing value for patients through approaches like bundled payment reimbursement, rather than focusing solely on volume or cost containment.
Client Relationship Management
His career focus is on building and maintaining strong client relationships through outstanding service and managing large, complex accounts.

Media Appearances

Spence has no verified media appearances

Work History

12-2017
Vice President of Sales and Service for New England at Aetna, a CVS Health Company
4-2017 - 12-2017
Vice President of Sales and Service, Massachusetts at Aetna, a CVS Health Company
1-2006 - 4-2017
Director of Account Management at Aetna, a CVS Health Company
1-1999 - 1-2006
Senior Account Executive at Aetna, a CVS Health Company

Education

1989 - 1993
Education details unavailable from Ohio Wesleyan University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Marlborough, Massachusetts, United States Job Level : Senior Designation : Vice President of Sales and Service for New England at Aetna, a CVS Health Company
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Insights For Selling To Spence

During A Call Or A Meeting

DO's

  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Keep your pitch focused on the impact but nurture the relationship too

DONT's

  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t be very informal during the early interactions even if they are being so themselves

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Spence is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Spence

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Spence move?

  • They are generally fast movers and can take quick decisions
  • Can Spence take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Spence

Personality Compatibility


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