Michael Osthof

Critic
DISC Type : C

Global Vice President Digital Transformation Retail at SAP

Saarbrücken, Saarland, Germany

Overview

Michael has no verified overview

Personality Overview

ROI Driven

Critic

Information Seeker

They choose to analyze logically and value facts to emotions.  It is very likely that they will negotiate pricing or other important terms. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

7-2021
Global Vice President Digital Transformation Retail at SAP
1-2014 - 1-2022
Head of Retail Innovation Lab at SAP
2-2018 - 6-2021
Chief Consultant at SAP

Education

1996 - 2001
Master's degree from Universität des Saarlandes

More Information

Social Presence :

Prographics :

Exp : 12 Location : Saarbrücken, Saarland, Germany Job Level : Senior Designation : Global Vice President Digital Transformation Retail at SAP
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • 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

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

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?

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

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

You And Michael

Personality Compatibility


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