Dražen Morog

Questioner
DISC Type : c

Chief Information Security Officer at DEKRA

Stuttgart, Baden-Württemberg, Germany

Overview

Dražen has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Value Seeker

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

Dražen has no verified topics they care about

Media Appearances

Dražen has no verified media appearances

Work History

2-2021
Chief Information Security Officer at DEKRA
7-2010 - 1-2021
CISO Board Division Infrastructure German Railways at Deutsche Bahn AG
8-2015 - 9-2019
Head of IT-Security and Common Services at DB Netz AG
3-2010 - 9-2019
Chief Information Security Officer at DB Netz AG
9-2009 - 3-2010
Senior Project Manager Information Security at DB Systel GmbH

Education

Dražen has no verified education history

More Information

Social Presence :

Prographics :

Exp : 22 Location : Stuttgart, Baden-Württemberg, Germany Job Level : Leadership Designation : Chief Information Security Officer at DEKRA
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Insights For Selling To Dražen

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
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dražen 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 Dražen

  • 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 Dražen move?

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

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


You And Dražen

Personality Compatibility


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