José María Gasalla

Activist
DISC Type : Cd

Profesor invitado del INCAE Business School at INCAE Business School

Greater Madrid Metropolitan Area, Spain

Overview

José María Gasalla is an award-winning management expert, speaker, and professor at business schools like Deusto and Esade. He specializes in organizational development, leadership, and his proprietary "Management by Trust" model. People who have worked with him often describe him as extraordinary, approachable, a universal teacher, and a master of his craft.

He describes himself as a "curious animal. . . passionate about learning, " reflecting his deep intellectual curiosity. This drive is evident in his diverse academic journey, which began with a degree in Aeronautical Engineering before he pursued a PhD in Economics and advanced studies in Social Psychology, blending technical, business, and humanistic perspectives.

Interestingly, he credits basketball with helping him overcome personal challenges and build self-confidence during his youth, and he still uses it as a metaphor in his professional work.

Personality Overview

Logical And Quick

Observative

Perfectionist

They can be nudged to make faster decisions by offering what they value.  They don’t always try to control the conversation but neither do they like yielding it fully. They care equally about the product and its potential impact.

Topics They Care About

Organizational Trust
His primary line of research and the central theme of his books, lectures, and his "Management by Trust" model, which he has implemented in numerous multinational companies.
Executive Coaching
He co-directs the Master's program in Executive Coaching at Deusto Business School and serves as an official evaluator for the Spanish Association of Coaching (AECOP).
Lifelong Learning
A core personal philosophy, he emphasizes the need to constantly learn, unlearn, and relearn, a process he considers vital for personal and professional growth in a changing world.

Media Appearances

José María Gasalla, profesor invitado del INCAE Business School y consultor de confianza. Featured in La República (Facebook post)

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Lidere su organización con autoconfianza – INCAE. Featured in INCAE Business School

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Jose María Gasalla – Conferenciante, escritor y profesor en Deusto Business School. Featured in dpersonas.com

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Work History

1-2015
Profesor invitado del INCAE Business School at INCAE Business School
10-2011
Conferenciante, escritor y profesor de DEUSTO Business School at DESARROLLO ORGANIZACIONAL
10-2011
Co-Director Master de Coaching Ejecutivo at Deusto Business School
1-2007
Evaluador del proceso de acreditacion de coachs profesionales senior y coachs ejecutivos at Aecop Madrid
9-2002 - 9-2006
Participante como Experto at ANECA

Education

Doctorado de Psicologia Social from Universidad Complutense de Madrid
Doctor en Ciencias Económicas y Empresariales from Universidad Autónoma de Madrid

More Information

Social Presence :

Prographics :

Exp : 45 Location : Greater Madrid Metropolitan Area, Spain Job Level : N/A Designation : Profesor invitado del INCAE Business School at INCAE Business School
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Insights For Selling To José María

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Make sure that you you respond to any queries from them quickly
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Don't try too hard to get friendly, let it happen with time
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with José María is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from José María

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will José María move?

  • Their decision making speed is somewhere in the middle.
  • Can José María take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And José María

Personality Compatibility


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