Marcelo Murad

Questioner
DISC Type : c

Sr. Sales Director at TD SYNNEX Brasil

São Paulo, São Paulo, Brazil

Overview

Marcelo has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Value Seeker

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. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Marcelo has no verified topics they care about

Media Appearances

Marcelo has no verified media appearances

Work History

12-2023
Sr. Sales Director at TD SYNNEX Brasil
8-2010 - 10-2011
Manager - Security Business Unit at Westcon Brasil
8-2009 - 11-2010
Business Development at Westcon
9-2008 - 8-2009
Product Manager at Westcon
1-2002 - 9-2008
Account Manager at Westcon

Education

2010 - 2012
MBA from FGV - Fundação Getulio Vargas
1993 - 1997
Graduate from FASP - Faculdades Associadas de São Paulo

More Information

Social Presence :

Prographics :

Exp : 12 Location : São Paulo, São Paulo, Brazil Job Level : Senior Designation : Sr. Sales Director at TD SYNNEX Brasil
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Insights For Selling To Marcelo

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • 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
  • 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 Marcelo 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 Marcelo

  • 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 Marcelo move?

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

  • Can Marcelo take some risk or not?

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

You And Marcelo

Personality Compatibility


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