Javier Marcos

Evaluator
DISC Type : SDC

Professor of Strategic Sales Management and Negotiation at Cranfield School of Management

United Kingdom

Overview

Javier Marcos is a Professor of Strategic Sales Management and Negotiation at Cranfield School of Management with over 25 years of experience. He also directs a consultancy, Learning for Performance. Colleagues and students describe him as an inspiring, innovative, and engaging educator who previously held management roles at Unilever and the University of Cambridge.

He is an accredited Belbin instructor, specializing in using behavioral insights to help teams perform effectively.

Personality Overview

Fast But Analytical

Hard To Convince

Thorough Evaluator

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They are not very likely to become strong advocates of your product or service They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Key Account Management
He is the Director of the KAM Best Practice Forum at Cranfield, and has co-authored multiple books on implementing effective key account management.
Strategic Negotiation
A core part of his professional title and a frequent topic for his keynote speeches, focusing on reframing perspectives to achieve better outcomes.
Sales Performance
His research focuses on the determinants of salesperson performance and creating frameworks for effective measurement in modern sales organizations.

Media Appearances

Negotiation Strategy Series: 3 – Navigating the ‘mind‑field’. Featured in Cranfield School of Management Blog

See Now

Work History

10-2022
Professor of Strategic Sales Management and Negotiation at Cranfield School of Management
12-2019 - 9-2022
Associate Professor, Strategic Sales Management and Negotiation at Cranfield School of Management
1-2006
Director at Learning for Performance Ltd.
6-2015 - 2-2017
Director Custom Programmes, Executive Education & Senior Faculty Cambridge Judge Business School at University of Cambridge
9-2008 - 5-2015
Senior Lecturer in Sales Performance at Cranfield School of Management

Education

2015 - 2015
Advanced Leadership Programme from University of Cambridge
2011 - 2011
International Teachers Programme from Northwestern University - Kellogg School of Management
2001 - 2006
PhD from Cranfield School of Management
1999 - 2000
Postgraduate Degree from Universitat de Barcelona
1997 - 1999
Postgraduate Certificate from Universitat de Barcelona

More Information

Social Presence :

Prographics :

Exp : 24 Location : United Kingdom Job Level : Mid-senior Designation : Professor of Strategic Sales Management and Negotiation at Cranfield School of Management
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Insights For Selling To Javier

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Keep a professional, business-like approach; especially if you tend to get informal quickly

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Javier is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Javier

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Javier move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Javier take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Javier

Personality Compatibility


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