Dirk Terno

Critic
DISC Type : C

Senior Presales Solution Engineer EMEA / APAC at ServiceChannel

Greater Kassel Area, Germany

Overview

Dirk has no verified overview

Personality Overview

Information Seeker

Negotiator

Objective Thinker

They don’t appreciate bells and whistles unless backed by data.  They prefer to analyze logically and value objective facts over emotions. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Dirk has no verified topics they care about

Media Appearances

Dirk has no verified media appearances

Work History

7-2022
Senior Presales Solution Engineer EMEA / APAC at ServiceChannel
4-2021 - 6-2022
Senior Sales Engineer EMEA at Bringg
7-2019 - 4-2021
Director Presales / CSM at Icertis
12-2016 - 7-2019
Senior Presales / CSM EC Service Management at IFS
8-2014 - 12-2016
Senior Solution Engineer at Epicor Software

Education

2006 - 2008
Fachinformatiker Systemintegration FH from FH Münster
1989 - 1991
system integration specialist from Apprenticeship

More Information

Social Presence :

Prographics :

Exp : 11 Location : Greater Kassel Area, Germany Job Level : Middle Designation : Senior Presales Solution Engineer EMEA / APAC at ServiceChannel
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Insights For Selling To Dirk

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • Be ready to answer many clarity-seeking questions and requests for information
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Do not use very emotional or colorful language
  • Don't give superficial answers, they are easily rattled by them
  • 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 Dirk is

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

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

Insights For Deal Planning

    How fast (or slow) will Dirk move?

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

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

You And Dirk

Personality Compatibility


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