Jens Schulte

Questioner
DISC Type : c

Executive Vice President IT / CIO at RATIONAL AG

Landsberg, Bavaria, Germany

Overview

Jens has no verified overview

Personality Overview

Systematic

Cautious & Analytical

Not Easily Convinced

They prefer to fully evaluate every situation.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Jens has no verified topics they care about

Media Appearances

Jens has no verified media appearances

Work History

4-2020
Executive Vice President IT / CIO at RATIONAL AG
5-2020 - 6-2021
Geschäftsführer at RATIONAL AG
7-2008 - 4-2020
Senior Vice President IT / CIO at RATIONAL AG
9-2006 - 6-2008
IT-Manager at VINCI Energies
10-2002 - 8-2006
IT-Projekt-Manager at VINCI Energies

Education

2005 - 2007
Master of Business Administration (MBA) from Johannes Gutenberg University Mainz
1992 - 1995
Bachelor of Science (B.Sc.) from Berufsakademie Lingen

More Information

Social Presence :

Prographics :

Exp : 25 Location : Landsberg, Bavaria, Germany Job Level : Leadership Designation : Executive Vice President IT / CIO at RATIONAL AG
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Insights For Selling To Jens

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jens is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Jens

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Jens move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Jens take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Jens

Personality Compatibility


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