Florence Darve

Critic
DISC Type : C

Partner – Co-Head of Sales & Development at IPEM

Paris, Île-de-France, France

Overview

Florence Darve is a Partner and Co-Head of Sales & Development at IPEM, where she is responsible for revenue growth, brand awareness, and leading a sales team. She has a significant background in sales leadership, having previously held management roles at PR Newswire.

She was awarded a place in the "Presidents Club" as the European Sales Manager of the year during her time at PR Newswire.

Personality Overview

Objective Thinker

Precise

ROI Driven

They like to do things independently and don’t look for support from others.  They choose to analyze logically and value facts to emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Private Capital Events
As a leader at IPEM, she is central to organizing one of the world's largest private capital and private equity markets, frequently promoting events like IPEM Global and IPEM Wealth.
Sales Leadership
Manages a sales team of eight people at IPEM and previously implemented sales strategy and led teams at PR Newswire.
Event Growth
She celebrates the significant expansion of IPEM, highlighting its growth from a small launch to a major event with over 220 exhibitors and 6, 000 attendees.

Media Appearances

Florence has no verified media appearances

Work History

2-2020
Partner – Co-Head of Sales & Development at IPEM
5-2015 - 2-2020
IPEM International Sales Director at IPEM
12-2011 - 6-2014
Sales Manager - France at PR Newswire
2-2010 - 11-2011
Team Leader Agencies & Institutions at PR Newswire
3-2008 - 1-2010
Business Development Manager at PR Newswire

Education

2012 - 2012
N/A from Cegos
2011 - 2012
N/A from Miller Heiman

More Information

Social Presence :

Prographics :

Exp : 20 Location : Paris, Île-de-France, France Job Level : N/A Designation : Partner – Co-Head of Sales & Development at IPEM
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Insights For Selling To Florence

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Florence is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Florence

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Florence move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Florence take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Florence

Personality Compatibility


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