Dr. Heng Z.

Observer
DISC Type : ic

Cyber Security Manager at BorgWarner

Heidelberg, Baden-Württemberg, Germany

Overview

Dr. has no verified overview

Personality Overview

Value Driven

Curious

Assertive

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They often ask many questions and rely heavily on information and documentation.

Topics They Care About

Dr. has no verified topics they care about

Media Appearances

Dr. has no verified media appearances

Work History

1-2023
Cyber Security Manager at BorgWarner
10-2019 - 1-2023
Senior Automotive Cybersecurity Expert at ZF Group
9-2013 - 9-2019
Doctoral Security Researcher at Technische Universität Darmstadt

Education

2013 - 2019
Doctor of Philosophy - Ph.D from Technische Universität Darmstadt
2011 - 2013
Master of Science - M.Sc from Norwegian University of Science and Technology (NTNU)

More Information

Social Presence :

Prographics :

Exp : 12 Location : Heidelberg, Baden-Württemberg, Germany Job Level : Middle Designation : Cyber Security Manager at BorgWarner
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Insights For Selling To Dr. Heng

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Help them realize that there is no personal risk in making this decision
  • Focus on immediate action-items rather than the larger goals

DONT's

  • Avoid making offhand commitments
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dr. Heng is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Dr. Heng

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Dr. Heng move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Dr. Heng take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Dr. Heng

Personality Compatibility


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