Mario Martín Tena

Critic
DISC Type : C

Sales Manager, Drives Service - MO Division at ABB

Sant Just Desvern, Catalonia, Spain

Overview

Mario has no verified overview

Personality Overview

ROI Driven

Precise

Negotiator

It is very likely that they will negotiate pricing or other important terms.  They prefer to do logical analysis and value evidence over emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Mario has no verified topics they care about

Media Appearances

Mario has no verified media appearances

Work History

5-2018
Sales Manager, Drives Service - MO Division at ABB
4-2016 - 5-2018
Responsable Comercial Sistemas de Pesaje Industrial y Control at Mettler-Toledo International, Inc
5-2012 - 3-2016
Drives Service Sales Engineer at ABB
2-2011 - 4-2012
Sales Engineer at GRUNDFOS
10-2008 - 2-2011
Market Segment Coordinator at GRUNDFOS

Education

11-2022 - 12-2023
Master of Business Administration - MBA from thePower
2011 - 2012
Master Dirección de Pymes from EFEM

More Information

Social Presence :

Prographics :

Exp : 18 Location : Sant Just Desvern, Catalonia, Spain Job Level : Middle Designation : Sales Manager, Drives Service - MO Division at ABB
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Insights For Selling To Mario

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mario is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Mario

  • It is not very hard for them to say no if they are not convinced about the 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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