Pablo Illanes Solis

Questioner
DISC Type : c

Subdirector de Experiencia del Ciente at Grupo Financiero Banorte

Mexico City, Mexico

Overview

Pablo Illanes Solis is a results-oriented executive with over 20 years of commercial experience in the Mexican financial sector. He currently serves as the Deputy Director of Customer Experience at Grupo Financiero Banorte. He holds a Masters in Business Management from IPADE Business School.

He received a national award at BBVA in 2014 for achieving first place in product placement, with over 41, 500 products sold.

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Customer Experience
As the current Subdirector of Customer Experience at Banorte, he focuses on the mortgage, insurance, and corporate e-banking sectors.
Commercial Alliances
He previously managed commercial relationships and co-branded credit card portfolios with major retailers while at BBVA Bancomer.
Sales Leadership
He has a proven track record of leading sales teams, winning a national award for product placement and sales results at BBVA.

Media Appearances

Pablo has no verified media appearances

Work History

3-2023
Subdirector de Experiencia del Ciente at Grupo Financiero Banorte
10-2016 - 2-2023
Director Comercial Nuevos Negocios at Addiuva
9-2015 - 9-2016
Insurance Advisor at Seguros Monterrey New York Life
1-2009 - 6-2015
Director Divisional Red Externa at BBVA Bancomer
11-2001 - 11-2008
Subdirector de Alianzas Comerciales TDC at BBVA Bancomer

Education

1993 - 1995
Maestria en Direccion de Empresas from IPADE Business School
1987 - 1991
Ingenieria Quimica from Universidad Nacional Autónoma de México

More Information

Social Presence :

Prographics :

Exp : N/A Location : Mexico City, Mexico Job Level : N/A Designation : Subdirector de Experiencia del Ciente at Grupo Financiero Banorte
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Insights For Selling To Pablo

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pablo is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Pablo

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Pablo move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Pablo take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Pablo

Personality Compatibility


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