Marco Barbina

Critic
DISC Type : C

Director of Engineering Airborne BA at Leonardo at Leonardo

Udine, Friuli-Venezia Giulia, Italy

Overview

Marco has no verified overview

Personality Overview

Critic

ROI Driven

Objective Thinker

They are quite likely to negotiate on pricing or other key terms.  They prefer to do logical analysis and value evidence over emotions. They enjoy working alone and do not rely on others very often.

Topics They Care About

Marco has no verified topics they care about

Media Appearances

Marco has no verified media appearances

Work History

12-2023
Director of Engineering Airborne BA at Leonardo at Leonardo
4-2016 - 12-2023
Director of Software Engineering at Leonardo
1-2019 - 7-2021
Artificial Intelligence Expert at Ministry of Economic Development
2-2013 - 4-2016
Director of Modelling and Simulation Engineering at Selex ES
4-2012 - 2-2013
NATO AGS IPT Leader at Selex ES

Education

1989 - 1996
Master of Science (MS) from Università degli Studi di Padova

More Information

Social Presence :

Prographics :

Exp : 21 Location : Udine, Friuli-Venezia Giulia, Italy Job Level : Mid-senior Designation : Director of Engineering Airborne BA at Leonardo at Leonardo
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Insights For Selling To Marco

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing

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 try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marco is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Marco

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Marco move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Marco take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Marco

Personality Compatibility


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