Fernando Martinez

Questioner
DISC Type : c

Director, Hotel Technology Strategy at Wyndham Hotels & Resorts

Dallas-Fort Worth Metroplex, United States

Overview

Fernando has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Fernando has no verified topics they care about

Media Appearances

Fernando has no verified media appearances

Work History

5-2022
Director, Hotel Technology Strategy at Wyndham Hotels & Resorts
1-2021
Director of Managed IT, Americas at Wyndham Hotels & Resorts
3-2020 - 1-2021
Director of Managed IT, North America at Wyndham Hotels & Resorts
2-2019 - 3-2020
Senior Project Manager - Hospitality at Edge Communications
8-2017 - 2-2019
Senior Manager, Hotel Technologies at Omni Hotels & Resorts

Education

2011 - 2013
Bachelor of Science from University of Phoenix
1998 - 2001
Associate from College Descartes

More Information

Social Presence :

Prographics :

Exp : 16 Location : Dallas-Fort Worth Metroplex, United States Job Level : Mid-senior Designation : Director, Hotel Technology Strategy at Wyndham Hotels & Resorts
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Insights For Selling To Fernando

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Fernando 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 Fernando

  • 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 Fernando move?

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

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Fernando

Personality Compatibility


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