Paolo Sironi

Sharpshooter
DISC Type : CD

Global Research Leader, Banking and Financial Markets - IBM Institute for Business Value at IBM

Frankfurt, Hesse, Germany

Overview

Paolo has no verified overview

Personality Overview

ROI Driven

Thorough Evaluator

Precise But Practical

More than the product, they care about the effectiveness of the product.  They like to be in a position where they can control the conversation and terms. They respond well to strong and respectful communication.

Topics They Care About

Paolo has no verified topics they care about

Media Appearances

Paolo has no verified media appearances

Work History

1-2020
Global Research Leader, Banking and Financial Markets - IBM Institute for Business Value at IBM
10-2012 - 1-2020
Head of Portfolio Strategy - IBM Risk Analytics at IBM
1-2024
Host of THE BANKERS' BOOKSHELF podcast at Provoke.fm Media
3-2023
Digital Payments Innovation Board, member at Giesecke+Devrient
1-2019
Innovation Advisory Board, member at Net Insurance

Education

1989 - 1994
Bachelor of Business Administration (B.B.A.) from Università Cattolica del Sacro Cuore
1995 - 1996
visiting MSc Investment Management from Cass Business School

More Information

Social Presence :

Prographics :

Exp : 13 Location : Frankfurt, Hesse, Germany Job Level : Mid-senior Designation : Global Research Leader, Banking and Financial Markets - IBM Institute for Business Value at IBM
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Insights For Selling To Paolo

During A Call Or A Meeting

DO's

  • Refer to testimonials from well-known industry leaders
  • Speak about competitive differentiation that your product offers
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Don't try too hard to forge relationships with them
  • Do not spend too much time focusing on product tech or features
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paolo is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Paolo

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Paolo move?

  • They can take decisions very fast if you manage to convince them.
  • Can Paolo take some risk or not?

  • The risks don’t matter much to them.

You And Paolo

Personality Compatibility


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