Norbert Vohn

Wildcard
DISC Type : csi

Head of Cloud and Telco DevOps Euro at Ericsson

Herzogenrath, North Rhine-Westphalia, Germany

Overview

Norbert has no verified overview

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Norbert has no verified topics they care about

Media Appearances

Norbert has no verified media appearances

Work History

10-2018
Head of Cloud and Telco DevOps Euro at Ericsson
4-2018 - 10-2018
Manager R&D Development System and ICT support for Cloud & Telco DevOps Germany at Ericsson
1-2015 - 3-2018
Service Delivery Line Manager at Ericsson

Education

1987 - 1993
Diplom-Ingenieurin (Dipl.Ing.) from RWTH Aachen University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Herzogenrath, North Rhine-Westphalia, Germany Job Level : Mid-senior Designation : Head of Cloud and Telco DevOps Euro at Ericsson
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Insights For Selling To Norbert

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Persuade objectively how your product will help them achieve their goals
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Norbert is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Norbert

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Norbert move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Norbert take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Norbert

Personality Compatibility


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