Frank M.

Critic
DISC Type : C

Chief Information Security Officer at USU Solutions

Aachen, North Rhine-Westphalia, Germany

Overview

Frank has no verified overview

Personality Overview

Objective Thinker

Negotiator

Precise

They like to take decisions independently and do not seek others' support often.  They are quite likely to negotiate on pricing or other key terms. They prefer to analyze logically and value objective facts over emotions.

Topics They Care About

Frank has no verified topics they care about

Media Appearances

Frank has no verified media appearances

Work History

1-2019
Chief Information Security Officer at USU Solutions
1-2018 - 12-2020
Information Security Officer at Aspera
1-2014 - 12-2017
System Administrator Team Lead at Aspera
10-2007 - 12-2013
Technical consultant at Aspera
1-2005 - 10-2007
System Administration/Team Leader at Aspera

Education

Education details unavailable from Yes

More Information

Social Presence :

Prographics :

Exp : 20 Location : Aachen, North Rhine-Westphalia, Germany Job Level : Leadership Designation : Chief Information Security Officer at USU Solutions
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Insights For Selling To Frank

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • 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

  • Do not use very emotional or colorful language
  • Don't give superficial answers, they are easily rattled by them
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frank is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Frank

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Frank move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Frank take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Frank

Personality Compatibility


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