Terry Shea

Enthusiast
DISC Type : i

Sr Director, Analytics & Infrastructure at IQVIA

Greater Philadelphia, United States

Overview

Terry has no verified overview

Personality Overview

Non-Confrontational

Optimistic

Consensus Focused

They are more about building relationships than just cutting deals.  Unlike D or C types, they are convinced more by stories and testimonials. They agree with others often, so exercise caution when relying on their word.

Topics They Care About

Terry has no verified topics they care about

Media Appearances

Terry has no verified media appearances

Work History

2-2019
Sr Director, Analytics & Infrastructure at IQVIA
7-2015 - 1-2019
Sr Principal, Specialty Pharmacy at IQVIA
9-2012 - 6-2014
Client Partner at IMS Health
8-2005 - 9-2012
Principal - Real World Evidence at IMS Health
6-1996 - 7-2005
Commercial Performance Data Management Lead at IMS Health

Education

Bachelor's degree from La Salle University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Greater Philadelphia, United States Job Level : Senior Designation : Sr Director, Analytics & Infrastructure at IQVIA
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Insights For Selling To Terry

During A Call Or A Meeting

DO's

  • Invite them for a lunch or a drink/coffee
  • Compliment them about their personality if you get a chance
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Don’t be too formal with them, they trust informality more
  • Don't be critical or challenge them openly, they can react defensively
  • Avoid overloading them with too much information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terry is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Terry

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Terry move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Terry take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Terry

Personality Compatibility


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