Moises Santos Avellano

Critic
DISC Type : C

Director UPGRADE MADRID at UPGRADE

Greater Madrid Metropolitan Area, Spain

Overview

Moises is the Director General of DISCESUR and Director of UPGRADE MADRID, specializing in sales management within the construction solutions sector. A graduate of IE Business Schools Senior Management Program, he is described by colleagues as a persevering, motivating, and highly capable negotiator.

He has a keen interest in digital marketing, having completed a program with ThePower Business School. Moises also follows prominent media organizations such as BBC News and BBC Studios, suggesting an interest in current events and global media.

Unique fact: A collaborator noted that his relentless and insistent commercial approach takes business relationships to a completely new level.

Personality Overview

Critic

Information Seeker

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to do logical analysis and value evidence over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Customer-Centric Sales
His professional philosophy is explicitly oriented toward the client, understanding their unique needs, and delivering effective solutions.
Construction Innovation
Has direct experience managing projects focused on new materials and innovative solutions for architects and developers.
Sales Team Leadership
Recognized for his ability to motivate and coordinate sales teams, enhancing their management of both existing clients and potential new accounts.

Media Appearances

Moises has no verified media appearances

Work History

4-2024
Director UPGRADE MADRID at UPGRADE
1-2019
Director general at DISCESUR
1-2025
Jefe de ventas at DISCESUR
Comercial de ventas en Dpto de obras (Grandes cuentas) at DISCESUR

Education

11-2022 - 6-2023
Senior Management Program from IE Business School
10-2022 - 3-2023
Thepower digital marketing from thePower

More Information

Social Presence :

Prographics :

Exp : 6 Location : Greater Madrid Metropolitan Area, Spain Job Level : Mid-senior Designation : Director UPGRADE MADRID at UPGRADE
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Insights For Selling To Moises

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready for penetrating questions and critical examination of your pitch
  • 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
  • Don’t try too hard to build a relationship with them
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Moises is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Moises

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Moises move?

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

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

You And Moises

Personality Compatibility


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