Marcus J. Stein

Questioner
DISC Type : c

Application Solution Manager at Eaton Corporation

Cologne Bonn Region, Germany

Overview

Marcus has no verified overview

Personality Overview

Price-Sensitive

Systematic

Cautious & Analytical

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Marcus has no verified topics they care about

Media Appearances

Marcus has no verified media appearances

Work History

9-2012
Application Solution Manager at Eaton Corporation
9-2009 - 8-2012
Head of Regional Sales Support at Eaton Corporation
10-2006 - 8-2009
Regional Sales Manager at Micro Innovation
4-2003 - 9-2006
Regional Sales Support Manager at Moeller
8-1995 - 3-2003
Application Engineer at Moeller

Education

1991 - 1995
Dipl. Ing. from Frankfurt University of Applied Sciences
1990 - 1991
Fachhochschulreife from Werner-von-Siemens-Schule Frankfurt

More Information

Social Presence :

Prographics :

Exp : 31 Location : Cologne Bonn Region, Germany Job Level : Middle Designation : Application Solution Manager at Eaton Corporation
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Insights For Selling To Marcus J.

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marcus J. 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 Marcus J.

  • 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 Marcus J. move?

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

  • Can Marcus J. take some risk or not?

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

You And Marcus J.

Personality Compatibility


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