Marcela Mariano

Questioner
DISC Type : c

CMO at Ypê

São Paulo, São Paulo, Brazil

Overview

Marcela has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Marcela has no verified topics they care about

Media Appearances

Marcela has no verified media appearances

Work History

1-2025
CMO at Ypê
5-2023 - 12-2024
Commercial Sr Director at Ypê
1-2023 - 12-2024
Commercial Advisor & Board member at AKIPOSSO+
1-2020 - 1-2023
CMO and Commercial Chief Officer at Baruel
9-2017 - 1-2019
Executive Director/ Business Unit Leader - Chocolate at Mondelēz International

Education

2019 - 2019
Digital Marketing Strategies: Data from Northwestern University - Kellogg School of Management
1997 - 1999
MBA pos-graduacao/gestao Marketing e Vendas from ESPM

More Information

Social Presence :

Prographics :

Exp : 10 Location : São Paulo, São Paulo, Brazil Job Level : Leadership Designation : CMO at Ypê
URL has been copied!

Insights For Selling To Marcela

During A Call Or A Meeting

DO's

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

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • 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 Marcela 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 Marcela

  • 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 Marcela move?

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

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


You And Marcela

Personality Compatibility


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