Massimo Favro

Researcher
DISC Type : Cs

Chief Information Security Officer (CISO) at NVR, Inc.

McLean, Virginia, United States

Overview

Massimo has no verified overview

Personality Overview

Perfectionist

Cost Conscious

Soft Communicator

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  They do not like taking risks at all and go for proven options in the end. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Massimo has no verified topics they care about

Media Appearances

Massimo has no verified media appearances

Work History

4-2021
Chief Information Security Officer (CISO) at NVR, Inc.
9-2012 - 3-2021
Sr. Manager, Information Security at NVR, Inc.
1-2006 - 8-2012
Manager, Information Security at NVR, Inc.
2002 - 2005
IT Architect at IBM Global Services
6-2000 - 10-2002
IT Architect / Manager at PwC Consulting

Education

2007 - 2007
Regional Leadership Forum 07 from Society for Information Management
1996 - 1997
MS - Data Communications and Computer Science from Politecnico di Torino

More Information

Social Presence :

Prographics :

Exp : 27 Location : McLean, Virginia, United States Job Level : Leadership Designation : Chief Information Security Officer (CISO) at NVR, Inc.
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Insights For Selling To Massimo

During A Call Or A Meeting

DO's

  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Massimo is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Massimo

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Massimo move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Massimo take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Massimo

Personality Compatibility


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