Fernando Ongaratto

Questioner
DISC Type : c

Sales Director at DocuSign

São Paulo, São Paulo, Brazil

Overview

Fernando has no verified overview

Personality Overview

Value Seeker

Systematic

Cautious & Analytical

They prefer to fully evaluate every situation.  They are more likely than others to negotiate on pricing and terms. 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

5-2023
Sales Director at DocuSign
5-2021
Account Executive - Mid Market at DocuSign
8-2017 - 4-2021
Head of Brazil Services Sales Programs & Operations at Dell Technologies
2-2016 - 8-2017
Services Sales Leader at Dell Technologies
3-2015 - 1-2016
Services Sales at Dell Technologies

Education

2004 - 2011
Bacharelado em Administração from Unisinos

More Information

Social Presence :

Prographics :

Exp : 17 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Sales Director at DocuSign
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Insights For Selling To Fernando

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fernando 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 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?

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

  • 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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