Lars Santesson

Critic
DISC Type : C

Chief Technology Officer Public Sector at Capgemini

Berlin Metropolitan Area, Germany

Overview

Lars has no verified overview

Personality Overview

Negotiator

Information Seeker

Critic

They are quite likely to negotiate on pricing or other key terms.  They don’t appreciate bells and whistles unless backed by data. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Lars has no verified topics they care about

Media Appearances

Lars has no verified media appearances

Work History

9-2023
Chief Technology Officer Public Sector at Capgemini
9-2005 - 6-2014
Principal Enterprise Architect at Capgemini
8-2005 - 6-2014
Senior Enterprise Architect at Capgemini
Manager at Accenture

Education

1991 - 1993
Master of Science from EPFL
1988 - 1993
Master of Science from The Faculty of Engineering at Lund University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Berlin Metropolitan Area, Germany Job Level : Leadership Designation : Chief Technology Officer Public Sector at Capgemini
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Insights For Selling To Lars

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Make extra effort to not seem pushy or confrontational
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lars is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Lars

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Lars move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Lars take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Lars

Personality Compatibility


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