Laura Guillén

Questioner
DISC Type : c

Director, GLEAD – Leadership Development Research Centre at Esade

Barcelona, Catalonia, Spain

Overview

Laura Guillén is an Associate Professor at Esades Department of People Management and Organisation and the Director of its Leadership Development Research Centre (GLEAD). Her expertise lies in organizational behavior, leadership, and diversity. She began her career at Unilever, a unique start that inspired her to pursue a PhD and a second degree in psychology.

Her career transitioned from launching Ben & Jerrys ice cream in Spain to becoming an award-winning academic focused on organizational psychology.

Personality Overview

Not Easily Convinced

Price-Sensitive

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to do thorough analysis of any situation.

Topics They Care About

Leadership Development
As Director of Esade's Leadership Development Research Centre (GLEAD), she focuses on responsible and inclusive leadership to create healthier organizational cultures.
Organizational Psychology
Her research focuses on how self and social perceptions are formed in the workplace, exploring topics like leadership, diversity, and identity.
Toxic Leadership
Publishes and speaks about the dynamics of toxic leadership, including why narcissists emerge as leaders and what attracts followers to them.

Media Appearances

Laura has no verified media appearances

Work History

2020
Director, GLEAD – Leadership Development Research Centre at Esade
9-2019
Associate Professor of People Management and Organization at Esade
9-2010 - 8-2019
Assistant Professor of Organizational Behavior at ESMT Berlin
10-2007 - 6-2010
Post-Doc Fellow at INSEAD
2000 - 2002
Responsible for business creation in Spain (Ben & Jerry's) at Unilever

Education

2008 - 2010
Diploma in Organizational Clinical Psychology from INSEAD
2003 - 2007
Doctor of Philosophy (PhD) from Esade

More Information

Social Presence :

Prographics :

Exp : 23 Location : Barcelona, Catalonia, Spain Job Level : Mid-senior Designation : Director, GLEAD – Leadership Development Research Centre at Esade
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Insights For Selling To Laura

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • 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

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Laura is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Laura

  • 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 Laura move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Laura take some risk or not?

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


You And Laura

Personality Compatibility


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