Matthew Burns

Critic
DISC Type : C

Operations Team Leader | Collections at BT Group

São Paulo, São Paulo, Brazil

Overview

Matthew has no verified overview

Personality Overview

Negotiator

Critic

ROI Driven

They prefer to analyze logically and value objective facts over emotions.  It is very likely that they will negotiate pricing or other important terms. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Matthew has no verified topics they care about

Media Appearances

Matthew has no verified media appearances

Work History

3-2025
Operations Team Leader | Collections at BT Group
1-2024 - 2-2025
Senior Cash Collector | Subject-Matter Expert at BT Group
1-2017 - 12-2023
Cash Collector at BT Group
10-2010 - 3-2016
Support Analyst - Telecoms at Unify: Unified Communications
6-2008 - 9-2010
Executive Instructor at The Trend School

Education

2004 - 2006
Bachelor of Commerce (Honours) from University of Sunderland
2000 - 2001
Diploma from Damelin

More Information

Social Presence :

Prographics :

Exp : 18 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Operations Team Leader | Collections at BT Group
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Matthew

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Matthew take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Matthew

Personality Compatibility


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