Carlos Sana

Critic
DISC Type : C

IT Manager at Vale

Belo Horizonte, Minas Gerais, Brazil

Overview

Carlos has no verified overview

Personality Overview

Critic

ROI Driven

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 choose to analyze logically and value facts to emotions.

Topics They Care About

Carlos has no verified topics they care about

Media Appearances

Carlos has no verified media appearances

Work History

9-2017
IT Manager at Vale
8-2009
IT Business Partner at Vale
7-2000 - 9-2009
IT Project Manager at Vale
2-1998 - 7-2000
System Analist at att ps

Education

2008 - 2009
MBA from FGV - Fundação Getulio Vargas
2002 - 2002
postgraduate from IETEC - Instituto de Educação Tecnológica

More Information

Social Presence :

Prographics :

Exp : 28 Location : Belo Horizonte, Minas Gerais, Brazil Job Level : Middle Designation : IT Manager at Vale
URL has been copied!

Insights For Selling To Carlos

During A Call Or A Meeting

DO's

  • Be formal and objective, they will appreciate it more
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Do not use very emotional or colorful language
  • Don’t try too hard to build a relationship with them
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Carlos is

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

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

Insights For Deal Planning

    How fast (or slow) will Carlos move?

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

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

You And Carlos

Personality Compatibility


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