Kirsten Spahr van der Hoek

Questioner
DISC Type : c

Advisory Council Member at Harvard Business Review

Amsterdam, North Holland, Netherlands

Overview

Kirsten has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  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.

Topics They Care About

Kirsten has no verified topics they care about

Media Appearances

Kirsten has no verified media appearances

Work History

9-2024
Advisory Council Member at Harvard Business Review
11-2021
Guest Lecturer at University of Amsterdam - Amsterdam Business School
3-2019
Board Member INSEAD Alumni Association at INSEAD Alumni Association
4-2018 - 9-2023
Innovation Lead Accenture NL at Accenture
3-2018
Founder and Managing Director at Center for Innovative Leadership

Education

2012 - 2014
Executive Master in Consulting and Coaching for Change / Clinical Approaches to Management from INSEAD
2013 - 2013
Condensed MBA from Harvard Business School

More Information

Social Presence :

Prographics :

Exp : 19 Location : Amsterdam, North Holland, Netherlands Job Level : Leadership Designation : Advisory Council Member at Harvard Business Review
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Insights For Selling To Kirsten

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kirsten 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 Kirsten

  • 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 Kirsten move?

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

  • Can Kirsten take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Kirsten

Personality Compatibility


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