Matthias Kuom

Critic
DISC Type : C

Seconded National Expert (END) at European Commission

Berlin Metropolitan Area, Germany

Overview

Matthias has no verified overview

Personality Overview

ROI Driven

Information Seeker

Critic

They prefer to analyze logically and value objective facts over emotions.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Matthias has no verified topics they care about

Media Appearances

Matthias has no verified media appearances

Work History

7-2019 - 7-2023
Seconded National Expert (END) at European Commission
1-2010
Program Manager at German Aerospace Center
4-2008 - 12-2009
Program Manager at European Center for Information and Communication Technologies - EICT GmbH
1-2002 - 3-2008
Research Coordinator at Deutsches Zentrum für Luft-und Raumfahrt e.V.
7-1999 - 12-2001
project manager at T-Systems

Education

10-1986 - 12-1993
Diplom from Technische Universität Berlin
1984 - 1986
OSB from Freie Universität Berlin

More Information

Social Presence :

Prographics :

Exp : 30 Location : Berlin Metropolitan Area, Germany Job Level : Middle Designation : Seconded National Expert (END) at European Commission
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Insights For Selling To Matthias

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Make extra effort to not seem pushy or confrontational
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthias is

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

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

Insights For Deal Planning

    How fast (or slow) will Matthias move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Matthias take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Matthias

Personality Compatibility


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