Pascal DUGUEY

Questioner
DISC Type : c

Customer Success Manager at Microsoft

Greater Paris Metropolitan Region, France

Overview

Pascal has no verified overview

Personality Overview

Value Seeker

Systematic

Not Easily Convinced

They prefer to fully evaluate every situation.  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.

Topics They Care About

Pascal has no verified topics they care about

Media Appearances

Pascal has no verified media appearances

Work History

8-2023
Customer Success Manager at Microsoft
3-2022 - 8-2023
Customer Success Manager at Nuance Communications
9-2019 - 3-2022
Chargé de mission Qualité Gestion des Risques et du Projet DIU at CESAP, Comité d’Étude, d’Éducation et de Soins Auprès des Personnes Polyhandicapées
6-2016 - 8-2019
Chef de projet at Editeur de logiciel metier
7-2021
Intervenant at Université Paris Descartes

Education

2014 - 2015
Master 2 (M2) from Université Paris Cité
1993 - 1996
DDES from École de Formation Psycho Pédagogique

More Information

Social Presence :

Prographics :

Exp : 9 Location : Greater Paris Metropolitan Region, France Job Level : Middle Designation : Customer Success Manager at Microsoft
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Insights For Selling To Pascal

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
  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • 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 Pascal 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 Pascal

  • 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 Pascal move?

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

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

You And Pascal

Personality Compatibility


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