Matilde Díaz Guerras

Questioner
DISC Type : c

Manager of Strategic Key Accounts at Mindray

Greater Madrid Metropolitan Area, Spain

Overview

Matilde has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to analyze every situation thoroughly.


Topics They Care About

Matilde has no verified topics they care about

Media Appearances

Matilde has no verified media appearances

Work History

3-2022
Manager of Strategic Key Accounts at Mindray
3-2020 - 3-2022
Key Account Manager at Mindray
9-2017 - 3-2020
Gerente at ENSEÑANZA Y CULTURA, S.A
1-2014 - 9-2017
Sales Area Manager at Mindray
8-2011 - 1-2014
Sales Specialist at Mindray

Education

2024 - 2024
Programa Alta Dirección en Entidades Sanitarias from IESE Business School
2005 - 2007
Investigación y Técnicas de Mercado from Universidad Rey Juan Carlos

More Information

Social Presence :

Prographics :

Exp : 22 Location : Greater Madrid Metropolitan Area, Spain Job Level : Middle Designation : Manager of Strategic Key Accounts at Mindray
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Insights For Selling To Matilde

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
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matilde 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 Matilde

  • 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 Matilde move?

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

  • Can Matilde take some risk or not?

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


You And Matilde

Personality Compatibility


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