Guido Kuehnelt

Enigma
DISC Type : dic

Chief Information Officer at Paspaley

Sydney, New South Wales, Australia

Overview

Guido has no verified overview

Personality Overview

Persuasive & Assertive

Hard To Convince

Challenger

They are generally strong communicators and are not easy to convince.  They are likely to ask many questions and look heavily for supporting proof as well as information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Guido has no verified topics they care about

Media Appearances

Guido has no verified media appearances

Work History

2024
Chief Information Officer at Paspaley
2021 - 2023
Program Director Marketplace at Metcash
2020 - 2021
Digital Strategy Leader at Metcash
2017 - 2019
Managing Director at Achievo Pty Ltd
2013 - 2017
Vice President IT and Strategy (CIO) at Staples

Education

2013 - 2013
The Innovative CIO Program from Stanford University
2011 - 2011
Digital Marketing from Harvard Business School

More Information

Social Presence :

Prographics :

Exp : 32 Location : Sydney, New South Wales, Australia Job Level : Leadership Designation : Chief Information Officer at Paspaley
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Insights For Selling To Guido

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Guido is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Guido

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Guido move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Guido take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Guido

Personality Compatibility


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