Paul Abrahams

Evaluator
DISC Type : Csd

Chief Communications Officer at RELX

London, England, United Kingdom

Overview

Paul has no verified overview

Personality Overview

Hard To Convince

Fast But Analytical

Thorough Evaluator

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

3-2012
Chief Communications Officer at RELX
5-2007 - 3-2012
Head of corporate communications EMEA at Nomura
2003 - 2007
UK Managing Director at Waggener Edstrom Worldwide
1988 - 2003
Writer and editor at Financial Times
1984 - 1987
Ph.D student at Darwin College Cambridge

Education

2019 - 2019
Education details unavailable from Harvard Business School Executive Education
2000 - 2000
Executive education course from Columbia Business School

More Information

Social Presence :

Prographics :

Exp : 42 Location : London, England, United Kingdom Job Level : Leadership Designation : Chief Communications Officer at RELX
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Paul

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Paul take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Paul

Personality Compatibility


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