Johannes Heinlein

Examiner
DISC Type : cs

Chief Growth Officer at Project Management Institute

United States

Overview

Johannes has no verified overview

Personality Overview

Unexpressive

Process Oriented

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Johannes has no verified topics they care about

Media Appearances

Johannes has no verified media appearances

Work History

6-2023
Chief Growth Officer at Project Management Institute
1-2023 - 6-2023
On Research Sabbatical at Sabbatical Leave
5-2012 - 12-2021
Chief Commercial Officer & Senior Vice President of Strategic Partnerships at MIT / edX
Board of Directors at Kayem Foods Inc.
12-2022
EVP - Wadhwani Foundation at Wadhwani Foundation

Education

Political Science and Government from The University of Edinburgh
International Business/Trade/Commerce from University of Strathclyde

More Information

Social Presence :

Prographics :

Exp : 13 Location : United States Job Level : Leadership Designation : Chief Growth Officer at Project Management Institute
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Insights For Selling To Johannes

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Johannes is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Johannes

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Johannes move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Johannes take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Johannes

Personality Compatibility


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