Igor Urban

Critic
DISC Type : C

Territory Account Manager at Forcepoint

Slovakia

Overview

Igor has no verified overview

Personality Overview

Critic

Precise

ROI Driven

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

Igor has no verified topics they care about

Media Appearances

Igor has no verified media appearances

Work History

1-2012
Territory Account Manager at Forcepoint
5-2010 - 1-2012
Managing Director at SecTec, a.s.
8-2009 - 5-2010
Senior Account Manager at NESS Slovensko, a.s.
7-2008 - 4-2009
Sales Director at Disig, a.s.
9-2001 - 6-2008
Security Sales Manager at TEMPEST, a.s.

Education

1997 - 2002
Education details unavailable from Ekonomická univerzita v Bratislave

More Information

Social Presence :

Prographics :

Exp : 24 Location : Slovakia Job Level : Middle Designation : Territory Account Manager at Forcepoint
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Insights For Selling To Igor

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Tell them what ROI they can expect

DONT's

  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Igor is

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

  • 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 Igor move?

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

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

You And Igor

Personality Compatibility


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