B.B. Kale

Questioner
DISC Type : c

Director of Pricing and Sales Operations, Asia Pacific, India and Middle East and Africa at Copeland

Pune, Maharashtra, India

Overview

B.B. has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Price-Sensitive

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to do thorough analysis of any situation.

Topics They Care About

B.B. has no verified topics they care about

Media Appearances

B.B. has no verified media appearances

Work History

12-2025
Director of Pricing and Sales Operations, Asia Pacific, India and Middle East and Africa at Copeland
7-2024
Director of Pricing at Copeland
6-2023 - 9-2024
Head – Exports Business, Product Marketing & Strategy at Copeland
2018 - 2019
Graduate of Emerson’s “Asia Rising Leaders’ Program at Emerson Climate Technologies (India) Limited
2014 - 2023
Head – Product Marketing, Strategy & Exports Business at Emerson Climate Technologies (India) Limited

Education

2006 - 2008
Executive MBA from SPJIMR SP Jain Institute of Management & Research
1993 - 1996
Bachelor of Engineering - BE from Sardar Patel College of Engineering (SPCE),Mumbai

More Information

Social Presence :

Prographics :

Exp : 23 Location : Pune, Maharashtra, India Job Level : Mid-senior Designation : Director of Pricing and Sales Operations, Asia Pacific, India and Middle East and Africa at Copeland
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Insights For Selling To B.B.

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product

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
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with B.B. is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from B.B.

  • 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 B.B. move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can B.B. take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And B.B.

Personality Compatibility


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