Marcelo Lo Duca Cerrano

Critic
DISC Type : C

Diretor Segmento Middle at Banco Original

São Paulo, São Paulo, Brazil

Overview

Marcelo Lo Duca Cerrano is the Director for the Middle segment at Banco Original, leading the banks focus on companies with up to R$50 million in annual revenue. With an MBA from Insper, he is focused on expanding the banks reach by providing differentiated digital services to businesses often underserved by larger institutions.

He is spearheading the growth of what was previously the "Empresas" segment, rebranding it to "Middle" to reflect a broader ambition and a commitment to transparent client relationships.

Personality Overview

ROI Driven

Precise

Negotiator

They like to take decisions independently and do not seek others' support often.  They prefer to analyze logically and value objective facts over emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

SME Banking
He focuses on providing digital banking solutions to micro-entrepreneurs and companies that are often overlooked by larger, traditional banks.
Digital Banking APIs
He has highlighted the importance of the bank's API hub, which processes the vast majority of its transactions, enabling other companies to offer financial services.
Business Segment Growth
He led the rebranding and strategic shift of the bank's corporate division to "Middle" to serve a wider range of companies and foster growth.

Media Appearances

Marcelo has no verified media appearances

Work History

8-2017
Diretor Segmento Middle at Banco Original
4-2016 - 8-2017
Superintendente Comercial at Grupo Sifra
4-1998 - 1-2016
Superintendente executivo at Safra

Education

2015 - 2017
Master of Business Administration - MBA from Insper Instituto de Ensino e Pesquisa
1991 - 1993
Bacharelado from Faculdades Associadas de São Paulo

More Information

Social Presence :

Prographics :

Exp : 27 Location : São Paulo, São Paulo, Brazil Job Level : N/A Designation : Diretor Segmento Middle at Banco Original
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Insights For Selling To Marcelo

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Tell them what ROI they can expect

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Make extra effort to not seem pushy or confrontational
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marcelo is

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

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

Insights For Deal Planning

    How fast (or slow) will Marcelo move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Marcelo take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Marcelo

Personality Compatibility


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