Karsten Lau

Observer
DISC Type : ic

GPO IT Service Management at STIHL

Fellbach, Baden-Württemberg, Germany

Overview

Karsten has no verified overview

Personality Overview

Example Seeker

Curious

Assertive

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They often ask many questions and rely heavily on information and documentation. They are generally good communicators and can be hard to convince.

Topics They Care About

Karsten has no verified topics they care about

Media Appearances

Karsten has no verified media appearances

Work History

2-2022
GPO IT Service Management at STIHL
12-2020 - 8-2021
Head of IT DACH & NL at Expleo Group
1-2016 - 11-2020
Career Timeout, Academic Education & Parenting Time at MBA Study
5-2010 - 12-2015
Head of IT E*MEA / US & Canada at BT Global Services
9-2007 - 4-2010
Head of IT Management Services Germany at BT Global Services

Education

2016 - 2018
Master of Business Administration (MBA) from Leuphana University of Lüneburg
2013 - 2015
Business Coaching from Hochschule für angewandte Wissenschaften Kempten

More Information

Social Presence :

Prographics :

Exp : 19 Location : Fellbach, Baden-Württemberg, Germany Job Level : N/A Designation : GPO IT Service Management at STIHL
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Insights For Selling To Karsten

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Build rapport, it will come handy to handle hard questions later
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Karsten is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Karsten

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Karsten move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Karsten take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Karsten

Personality Compatibility


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