Norbert Schiffner

Critic
DISC Type : C

Deputy Regional CISO - EMEA (ex Germany, UKI) at Deutsche Bank

Frankfurt Rhine-Main Metropolitan Area, Germany

Overview

Norbert has no verified overview

Personality Overview

ROI Driven

Precise

Critic

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

Norbert has no verified topics they care about

Media Appearances

Norbert has no verified media appearances

Work History

6-2015
Deputy Regional CISO - EMEA (ex Germany, UKI) at Deutsche Bank
5-2012 - 3-2015
Department Head of Software Devleopment at Mettler-Toledo PCE
10-2008 - 4-2012
Director of software development at Command Technologies Inc.
1-2007 - 9-2008
CTO at Avatara Systems
1-2001 - 12-2006
Department Head /Operations Manager at Imedia / Fraunhofer CRCG

Education

1986 - 1991
Doctor from Technische University Darmstadt, Germany
Master from Technische University Darmstadt, Germany

More Information

Social Presence :

Prographics :

Exp : 24 Location : Frankfurt Rhine-Main Metropolitan Area, Germany Job Level : N/A Designation : Deputy Regional CISO - EMEA (ex Germany, UKI) at Deutsche Bank
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Insights For Selling To Norbert

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Tell them what ROI they can expect

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don’t rush them till they have clearly gotten all the necessary information
  • 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 Norbert is

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

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

Insights For Deal Planning

    How fast (or slow) will Norbert move?

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

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

You And Norbert

Personality Compatibility


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