Dr. Fabian Lanze

Questioner
DISC Type : c

Head of Cyber Security at Huf Group

Düsseldorf, North Rhine-Westphalia, Germany

Overview

Dr. has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to do thorough analysis of any situation.

Topics They Care About

Dr. has no verified topics they care about

Media Appearances

Dr. has no verified media appearances

Work History

3-2020
Head of Cyber Security at Huf Group
1-2018 - 2-2020
Head of Processes & Security at Huf Group
4-2016 - 12-2017
Security Architect at Huf Group
3-2015 - 2-2016
Postdoctoral Researcher at SnT, Interdisciplinary Centre for Security, Reliability and Trust

Education

2-2011 - 2-2015
Doktor from University of Luxembourg
10-2003 - 10-2010
Diplom from RWTH Aachen University

More Information

Social Presence :

Prographics :

Exp : 10 Location : Düsseldorf, North Rhine-Westphalia, Germany Job Level : Mid-senior Designation : Head of Cyber Security at Huf Group
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Insights For Selling To Dr. Fabian

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dr. Fabian is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Dr. Fabian

  • 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 Dr. Fabian move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Dr. Fabian take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Dr. Fabian

Personality Compatibility


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