Heike Helfen

Critic
DISC Type : C

Head of Global Sales Support at Klüber Lubrication

Baden-Baden, Baden-Württemberg, Germany

Overview

Heike has no verified overview

Personality Overview

Precise

Critic

Objective Thinker

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

Topics They Care About

Heike has no verified topics they care about

Media Appearances

Heike has no verified media appearances

Work History

4-2019
Head of Global Sales Support at Klüber Lubrication
2-2017 - 11-2018
Vice President Marketing - Transformational Growth Sibelco Group at Sibelco Group
1-2016 - 2-2017
Vice President Strategic Marketing Sibelco Group at Sibelco Group
4-2015 - 2-2017
Executive Vice President Strategic Marketing & Business Excellence (Europe) at Sibelco Group
1-2014 - 3-2015
Vice President Group Strategy at H.C. Starck GmbH

Education

1984 - 1990
Diplom from University of Düsseldorf
1995 - 1998
Diplom from AKAD Fachhochschule Lahr

More Information

Social Presence :

Prographics :

Exp : 30 Location : Baden-Baden, Baden-Württemberg, Germany Job Level : Mid-senior Designation : Head of Global Sales Support at Klüber Lubrication
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Insights For Selling To Heike

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Tell them what ROI they can expect

DONT's

  • Don’t try too hard to build a relationship with them
  • 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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Heike is

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

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

Insights For Deal Planning

    How fast (or slow) will Heike move?

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

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

You And Heike

Personality Compatibility


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