Pablo Grande

Critic
DISC Type : C

Sales Director - SOLA Region at NETSCOUT

Buenos Aires, Buenos Aires Province, Argentina

Overview

Pablo has no verified overview

Personality Overview

Negotiator

Information Seeker

Critic

They are quite likely to negotiate on pricing or other key terms.  They like to take decisions independently and do not seek others' support often. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Pablo has no verified topics they care about

Media Appearances

Pablo has no verified media appearances

Work History

8-2014
Sales Director - SOLA Region at NETSCOUT
3-2003 - 3-2014
Sales Director at Logicalis
Sr. Sales Manager at Nortel
Mktg. Program Manager at Lucent Technologies
Account Executive at Startel

Education

2003 - 2003
MBA In Company from UADE
1992 - 1998
Business Administration Degree from UADE

More Information

Social Presence :

Prographics :

Exp : 22 Location : Buenos Aires, Buenos Aires Province, Argentina Job Level : Mid-senior Designation : Sales Director - SOLA Region at NETSCOUT
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Insights For Selling To Pablo

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Tell them what ROI they can expect
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pablo is

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

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

Insights For Deal Planning

    How fast (or slow) will Pablo move?

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

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

You And Pablo

Personality Compatibility


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