Carl Wern

Questioner
DISC Type : c

CSO at Folksam

Greater Stockholm Metropolitan Area, Sweden

Overview

Carl has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Carl has no verified topics they care about

Media Appearances

Carl has no verified media appearances

Work History

4-2017
CSO at Folksam
12-2015 - 3-2020
Chief Information Security Officer at Folksam
8-2015 - 12-2015
Information Security Officer at Folksam
10-2013 - 8-2015
AVP-Information Security at Nasdaq
2-2013 - 10-2013
Head of Operational Risk and Compliance - Platforms at Capgemini - BPO

Education

1996 - 2006
Information Security from KTH Royal Institute of Technology
1994 - 1995
International Business from Florida Atlantic University

More Information

Social Presence :

Prographics :

Exp : 23 Location : Greater Stockholm Metropolitan Area, Sweden Job Level : N/A Designation : CSO at Folksam
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Insights For Selling To Carl

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
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

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 Carl 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 Carl

  • 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 Carl move?

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

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Carl

Personality Compatibility


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