Jaap Dekkinga

Critic
DISC Type : C

Sr. Enterprise Agile Transformation Lead at Excella

Bethesda, Maryland, United States

Overview

Jaap has no verified overview

Personality Overview

Negotiator

Objective Thinker

Information Seeker

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. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Jaap has no verified topics they care about

Media Appearances

Jaap has no verified media appearances

Work History

6-2017
Sr. Enterprise Agile Transformation Lead at Excella
1-2017
CEO and Founder (bootstrapping) at TuneURL
12-2015 - 6-2017
Agile Coach at Leidos
4-2014 - 9-2015
Manager, Program management at Medullan
9-2013 - 4-2014
Sr Project Manager/Scrum master, Mobile Systems and Platforms at DrFirst, Inc.

Education

2003 - 2018
MSc from Open Universiteit
1993 - 1998
BSc from Rotterdam University of Applied Sciences

More Information

Social Presence :

Prographics :

Exp : N/A Location : Bethesda, Maryland, United States Job Level : N/A Designation : Sr. Enterprise Agile Transformation Lead at Excella
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Insights For Selling To Jaap

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Tell them what ROI they can expect

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • 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 Jaap is

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

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

Insights For Deal Planning

    How fast (or slow) will Jaap move?

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

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

You And Jaap

Personality Compatibility


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