Laurence LEFEBVRE

Questioner
DISC Type : c

Strategic Account Executive at BMC Software

Greater Paris Metropolitan Region, France

Overview

Laurence has no verified overview

Personality Overview

Price-Sensitive

Systematic

Value Seeker

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. They prefer to fully evaluate every situation.

Topics They Care About

Laurence has no verified topics they care about

Media Appearances

Laurence has no verified media appearances

Work History

11-2023
Strategic Account Executive at BMC Software
1-2022 - 11-2023
Strategic Account Executive at IBM
1-2015 - 12-2021
Enterprise Account Executive at IBM
1-2004 - 12-2014
zSystems Software Sales Rep at IBM Software
Software Sales Rep - Information Management brand at IBM Software

Education

Education details unavailable from Brest Business School

More Information

Social Presence :

Prographics :

Exp : 23 Location : Greater Paris Metropolitan Region, France Job Level : N/A Designation : Strategic Account Executive at BMC Software
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Insights For Selling To Laurence

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • 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 Laurence 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 Laurence

  • 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 Laurence move?

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

  • Can Laurence take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Laurence

Personality Compatibility


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