Erwin Kersten

Examiner
DISC Type : cs

IT Director Distribution (Interpolis, Centraal Beheer, FBTO and AVero) and Generic services at Achmea

Arnhem-Nijmegen Region, Netherlands

Overview

Erwin has no verified overview

Personality Overview

Overcautious

Unexpressive

Process Oriented

The only way to convince them is by showing them examples and ample proof.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. Being observant comes to them naturally.

Topics They Care About

Erwin has no verified topics they care about

Media Appearances

Erwin has no verified media appearances

Work History

1-2017
IT Director Distribution (Interpolis, Centraal Beheer, FBTO and AVero) and Generic services at Achmea
1-2016 - 1-2017
IT Director Delivery Center Life & Pensions, Delivery Center Shared Services at Achmea
1-2013 - 1-2016
Senior manager Business Change and IT at Achmea
5-2009 - 1-2013
Manager Model Office (IT innovation and architecture) at Achmea
9-2006 - 1-2012
Information manager Strategy and Governance at Achmea

Education

2008 - 2012
Master of Science (MSc) from University of Amsterdam
1996 - 1999
Master of Business Administration (MBA) from Radboud University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Arnhem-Nijmegen Region, Netherlands Job Level : Mid-senior Designation : IT Director Distribution (Interpolis, Centraal Beheer, FBTO and AVero) and Generic services at Achmea
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Insights For Selling To Erwin

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Erwin is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Erwin

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Erwin move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Erwin take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Erwin

Personality Compatibility


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