Michael Löttner

Critic
DISC Type : C

Chief Information Security Officer at Deutsche Bahn

Frankfurt, Hesse, Germany

Overview

Michael has no verified overview

Personality Overview

ROI Driven

Information Seeker

Precise

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

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

2-2024
Chief Information Security Officer at Deutsche Bahn
3-2020 - 2-2024
SVP / Leiter der Telekom Technik Niederlassung Südwest at Deutsche Telekom
5-2019 - 5-2020
Aufsichtsratsmitglied at Hit Rail B.V.
1-2017 - 2-2020
Geschäftsbereichsleiter / SVP Network Services at DB Systel GmbH
9-2013 - 12-2016
Fachbereichsleiter / VP Unified Communication & Collaboration at DB Systel GmbH

Education

1991 - 1997
Diplom-Ingenieurin (Dipl.Ing.) from RWTH Aachen University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Frankfurt, Hesse, Germany Job Level : Leadership Designation : Chief Information Security Officer at Deutsche Bahn
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Make extra effort to not seem pushy or confrontational
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Michael

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Michael move?

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

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

You And Michael

Personality Compatibility


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