Marco Zugelder

Questioner
DISC Type : c

Chief Information Security Officer at Bechtle

Neckarsulm, Baden-Württemberg, Germany

Overview

Marco has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  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.

Topics They Care About

Marco has no verified topics they care about

Media Appearances

Marco has no verified media appearances

Work History

4-2024
Chief Information Security Officer at Bechtle
1-2017
Abteilungsleiter Security/Governance/Risk/Compliance at Bechtle
1-2011 - 4-2024
ISB at Bechtle
3-2006 - 12-2007
IT-Consultant / Projektmanager at Bechtle IT-Systemhaus Neckarsulm
9-2005 - 2-2006
Diplomand at Bechtle

Education

10-2001 - 2-2006
Diplom-Ingenieur from Stuttgart Media University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Neckarsulm, Baden-Württemberg, Germany Job Level : Leadership Designation : Chief Information Security Officer at Bechtle
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Insights For Selling To Marco

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marco 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 Marco

  • 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 Marco move?

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

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


You And Marco

Personality Compatibility


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