Lothar Dr. Hessel

Editor
DISC Type : CS

Cloud & Security - Head SME Channel at Vodafone

Greater Munich Metropolitan Area, Germany

Overview

Lothar has no verified overview

Personality Overview

Slow Buyer

Skeptic

Fact-Driven

They tend to be clear about their needs and limitations and are unlikely to promise too much.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Lothar has no verified topics they care about

Media Appearances

Lothar has no verified media appearances

Work History

1-2017
Cloud & Security - Head SME Channel at Vodafone
1-2016 - 12-2016
Head Cloud & Hosting Strategy at Vodafone
9-2014 - 12-2015
Programme Support VCHS DE at Vodafone
Managing Director at Bluemont Consulting GmbH
Owner at VerCOM AG

Education

1990 - 1997
Dr. rer. pol. from University of Fribourg / Switzerland
1992 - 1993
Education details unavailable from Universitat de Barcelona

More Information

Social Presence :

Prographics :

Exp : 11 Location : Greater Munich Metropolitan Area, Germany Job Level : Mid-senior Designation : Cloud & Security - Head SME Channel at Vodafone
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Insights For Selling To Lothar

During A Call Or A Meeting

DO's

  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • When following up with them, expect slowness; use questions to engage them, preferably over email.

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Don’t overhype the product/pitch, keep it measured
  • Avoid emotional and informal language, stay objective and to the point instead

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lothar is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Lothar

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Lothar move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Lothar take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Lothar

Personality Compatibility


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