Matt Pothecary

Questioner
DISC Type : c

Chief Communications Officer at Sonepar

Paris, Île-de-France, France

Overview

Matt has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Matt has no verified topics they care about

Media Appearances

Matt has no verified media appearances

Work History

1-2019
Chief Communications Officer at Sonepar
3-2013 - 12-2018
Corporate Communications Director at Thales Group
1-2011 - 4-2013
VP, Communications, Avionics at Thales
7-2008 - 6-2011
Communications Director at Thales
Communication at Thales

Education

1995 - 1997
DEA from French National
1995 - 1997
DEA (Mphil from Nancy University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Paris, Île-de-France, France Job Level : Leadership Designation : Chief Communications Officer at Sonepar
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Insights For Selling To Matt

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matt is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Matt

  • 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 Matt move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Matt take some risk or not?

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


You And Matt

Personality Compatibility


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