Frank Hilgendorf

Critic
DISC Type : C

CIO / CDO at Hamburg Messe und Congress GmbH

Greater Hamburg Area, Germany

Overview

Frank has no verified overview

Personality Overview

Information Seeker

Negotiator

Precise

It is very likely that they will negotiate pricing or other important terms.  Unless the value is proven by data, they are unlikely to value fancy features. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

Frank has no verified topics they care about

Media Appearances

Frank has no verified media appearances

Work History

2024
CIO / CDO at Hamburg Messe und Congress GmbH
2021 - 2024
CIO at Stadtwerke Lübeck Gruppe
2017 - 2021
Head of IT at HANSAINVEST Hanseatische Investment-GmbH
2004 - 2017
Head of IT Operations at Berenberg

Education

MBA - Master of Business Administration from FOM University of Applied Sciences for Economics and Management
Dipl.-Ing. Informatik from Hochschule Stralsund

More Information

Social Presence :

Prographics :

Exp : 22 Location : Greater Hamburg Area, Germany Job Level : Leadership Designation : CIO / CDO at Hamburg Messe und Congress GmbH
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Insights For Selling To Frank

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be formal and objective, they will appreciate it more
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Do not use very emotional or colorful language

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frank is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Frank

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Frank move?

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

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

You And Frank

Personality Compatibility


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