Barbara Cazzaniga

Critic
DISC Type : C

Associate Partner Lifescience & CPG Industries at IBM

Milan, Lombardy, Italy

Overview

Barbara has no verified overview

Personality Overview

Negotiator

ROI Driven

Precise

They are quite likely to negotiate on pricing or other key terms.  They choose to analyze logically and value facts to emotions. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Barbara has no verified topics they care about

Media Appearances

Barbara has no verified media appearances

Work History

2-2025
Associate Partner Lifescience & CPG Industries at IBM
5-2016 - 2-2025
Senior Project Manager @ Retail Company at IBM
11-2015 - 4-2016
Project Manager - @Main Fashion Company at IBM
Consultant at PWC
Consultant at PWC

Education

1991 - 1996
Economics from Università Cattolica del Sacro Cuore
1986 - 1991
Education details unavailable from Istituo Gonzaga

More Information

Social Presence :

Prographics :

Exp : 9 Location : Milan, Lombardy, Italy Job Level : Middle Designation : Associate Partner Lifescience & CPG Industries at IBM
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Insights For Selling To Barbara

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Barbara is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Barbara

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Barbara move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Barbara take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Barbara

Personality Compatibility


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