Mario Figueiredo

Critic
DISC Type : C

IST Distinguished Professor at Instituto Superior Técnico

Lisboa, Lisbon, Portugal

Overview

Mario has no verified overview

Personality Overview

Objective Thinker

Critic

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  It is very likely that they will negotiate pricing or other important terms. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Mario has no verified topics they care about

Media Appearances

Mario has no verified media appearances

Work History

5-2019
IST Distinguished Professor at Instituto Superior Técnico
1-2019
Venture Partner & Chief Scientist at Faber
1-2018 - 2-2022
Coordinator of the Master Program on Data Science and Engineering at Instituto Superior Técnico
12-2010 - 5-2019
Professor at Instituto Superior Técnico
12-2023
Coordinator: Information and Data Science at Instituto de Telecomunicações

Education

9-1990 - 11-1994
Doctor of Philosophy - PhD from Instituto Superior Técnico
9-1980 - 11-1985
EE from Instituto Superior Técnico

More Information

Social Presence :

Prographics :

Exp : 15 Location : Lisboa, Lisbon, Portugal Job Level : Mid-senior Designation : IST Distinguished Professor at Instituto Superior Técnico
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Insights For Selling To Mario

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Tell them what ROI they can expect
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don’t try too hard to build a relationship with them
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mario is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Mario

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Mario move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Mario take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Mario

Personality Compatibility


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