Paulo Enes

Critic
DISC Type : C

Sênior Sales Engineer at Atos

Niterói, Rio de Janeiro, Brazil

Overview

Paulo has no verified overview

Personality Overview

Information Seeker

Critic

ROI Driven

It is very likely that they will negotiate pricing or other important terms.  They prefer to analyze logically and value objective facts over emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Paulo has no verified topics they care about

Media Appearances

Paulo has no verified media appearances

Work History

7-2019 - 7-2024
Sênior Sales Engineer at Atos
10-2013 - 7-2024
Sênior Solutions Architect at Unify
8-1985
Solutions Sales Engineer na Mitel at Mitel
1985 - 10-2013
Sênior Solutions Architect at Unify
1985 - 2006
Project Manager at Unify

Education

1997 - 2001
Education details unavailable from Estácio
1983 - 1987
MBA from Centro Federal de Educação Tecnológica Celso Suckow da Fonseca

More Information

Social Presence :

Prographics :

Exp : 39 Location : Niterói, Rio de Janeiro, Brazil Job Level : Mid-senior Designation : Sênior Sales Engineer at Atos
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Insights For Selling To Paulo

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be formal and objective, they will appreciate it more
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paulo is

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

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

Insights For Deal Planning

    How fast (or slow) will Paulo move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Paulo take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Paulo

Personality Compatibility


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