Mario Bocca

Questioner
DISC Type : c

Group CIO at Gruppo Unipol

Bologna, Emilia-Romagna, Italy

Overview

Mario has no verified overview

Personality Overview

Systematic

Value Seeker

Price-Sensitive

They prefer to analyze every situation thoroughly.
  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Mario has no verified topics they care about

Media Appearances

Mario has no verified media appearances

Work History

5-2007
Group CIO at Gruppo Unipol
ANIA Coo and CID General Manager at Ania (Italian Insurance Companies Association)
Stock Exchange software development Manager at Ced Borsa
Software Specialist at Digital Equipment Corporation

Education

1980 - 1986
Bachelor's degree from Politecnico di Milano

More Information

Social Presence :

Prographics :

Exp : 18 Location : Bologna, Emilia-Romagna, Italy Job Level : Leadership Designation : Group CIO at Gruppo Unipol
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Insights For Selling To Mario

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mario 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 Mario

  • 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 Mario move?

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

  • Can Mario take some risk or not?

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


You And Mario

Personality Compatibility


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