Marco Heid

Editor
DISC Type : CS

Regional IT Manager Central Europe & Middle East at Hogan Lovells International LLP

Hanau am Main, Hesse, Germany

Overview

Marco has no verified overview

Personality Overview

Skeptic

Late Adopter

Objective Thinker

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  Being observant comes to them naturally. They are always well-planned and adopt a systematic approach.

Topics They Care About

Marco has no verified topics they care about

Media Appearances

Marco has no verified media appearances

Work History

10-2024
Regional IT Manager Central Europe & Middle East at Hogan Lovells International LLP
4-2019 - 12-2022
IT Manager Germany at Hogan Lovells International LLP
10-2017 - 3-2019
Deputy Head of Safety & Soundness Germany at Deutsche Bank AG
8-2003 - 3-2019
Vice President - Major Incident Management at Deutsche Bank

Education

1997 - 1999
Staatl. Gepr. Techniker from Ludwig-Geissler-Schule Hanau

More Information

Social Presence :

Prographics :

Exp : 20 Location : Hanau am Main, Hesse, Germany Job Level : Middle Designation : Regional IT Manager Central Europe & Middle East at Hogan Lovells International LLP
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Insights For Selling To Marco

During A Call Or A Meeting

DO's

  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don't ask them to move fast, let them take their time and digest all the information
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marco 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 Marco

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Marco move?

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

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

You And Marco

Personality Compatibility


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