Johan Geertsma

Questioner
DISC Type : c

Senior Security Officer @ KPN CISO at KPN

Kampen, Overijssel, Netherlands

Overview

Johan has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Johan has no verified topics they care about

Media Appearances

Johan has no verified media appearances

Work History

5-2023
Senior Security Officer @ KPN CISO at KPN
3-2015 - 5-2023
Security Manager at KPN Security
7-2013 - 7-2015
Technical Consultant at KPN
4-2009 - 1-2013
Technical Specialist at Getronics PinkRoccade
12-2007 - 3-2009
Technical Support Specialist at Getronics PinkRoccade

Education

2011 - 2011
Education details unavailable from SABSA
2008 - 2008
RHCT from Redhat.com

More Information

Social Presence :

Prographics :

Exp : 26 Location : Kampen, Overijssel, Netherlands Job Level : N/A Designation : Senior Security Officer @ KPN CISO at KPN
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Insights For Selling To Johan

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Johan is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Johan

  • 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 Johan move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Johan take some risk or not?

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

You And Johan

Personality Compatibility


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