Banu Martin, CDCD

Critic
DISC Type : C

Field Sales Engineer at Legrand, North America

Columbus, Ohio Metropolitan Area, United States

Overview

Banu has no verified overview

Personality Overview

Objective Thinker

Critic

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  It is very likely that they will negotiate pricing or other important terms. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Banu has no verified topics they care about

Media Appearances

Banu has no verified media appearances

Work History

11-2020
Field Sales Engineer at Legrand, North America
6-2014 - 11-2020
Design/CAE Engineer at Yachiyo of America R&D
2-2010 - 6-2014
IT Applications Engineer at Rittal Corporation
8-2006 - 3-2010
Sales Engineer at Honeywell

Education

2000 - 2005
BSME from The Ohio State University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Columbus, Ohio Metropolitan Area, United States Job Level : Mid-senior Designation : Field Sales Engineer at Legrand, North America
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Insights For Selling To Banu

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Banu is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Banu

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Banu move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Banu take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Banu

Personality Compatibility


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