Martin Hochheuser

Observer
DISC Type : ic

Head of IP Management at TK Elevator GmbH

Cologne Bonn Region, Germany

Overview

Martin has no verified overview

Personality Overview

Curious

Assertive

Value Driven

They are generally good communicators and can be hard to convince.  They ask a lot of questions and rely heavily on information and collaterals. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Martin has no verified topics they care about

Media Appearances

Martin has no verified media appearances

Work History

10-2020
Head of IP Management at TK Elevator GmbH
10-2014
Head of Research & IP Management at thyssenkrupp Elevator
9-1998 - 9-2014
Various positions in global R&D at thyssenkrupp Elevator
6-1992 - 9-1998
R&D Engineer at thyssenkrupp Elevator

Education

2013 - 2015
MBA from ESMT Berlin
1985 - 1992
Diplom-Ingenieur from RWTH Aachen University

More Information

Social Presence :

Prographics :

Exp : 33 Location : Cologne Bonn Region, Germany Job Level : Mid-senior Designation : Head of IP Management at TK Elevator GmbH
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Insights For Selling To Martin

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Ask them questions to understand their needs better while staying affable
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Martin is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Martin

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Martin move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Martin take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Martin

Personality Compatibility


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