Hervé LAURANDIN

Examiner
DISC Type : cs

Sales Director France, Iberia, UK&Ireland at ABBYY

Greater Paris Metropolitan Region, France

Overview

Hervé has no verified overview

Personality Overview

Tough To Convince

Unexpressive

Process Oriented

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. Being observant comes to them naturally.

Topics They Care About

Hervé has no verified topics they care about

Media Appearances

Hervé has no verified media appearances

Work History

1-2024
Sales Director France, Iberia, UK&Ireland at ABBYY
1-2023 - 12-2023
Sales Director France & Iberia at ABBYY
5-2022 - 12-2022
Director Enterprise Sales France at ABBYY
5-2019 - 2-2022
Enterprise Account Executive at Blue Prism
10-2016 - 5-2019
Enterprise Account Executive at Turbonomic

Education

9-1993 - 6-1996
Master’s degree in Engineering with Honors from Grenoble INP - Ense3
Classes Préparatoires : Maths Sup from Lycee Corneille

More Information

Social Presence :

Prographics :

Exp : N/A Location : Greater Paris Metropolitan Region, France Job Level : N/A Designation : Sales Director France, Iberia, UK&Ireland at ABBYY
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Insights For Selling To Hervé

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Hervé is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Hervé

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Hervé move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Hervé take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Hervé

Personality Compatibility


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