Rafael De Sousa

Critic
DISC Type : C

Associate Professor at Universidade de Brasília

Federal District, Brazil

Overview

Rafael has no verified overview

Personality Overview

Precise

Critic

Information Seeker

They enjoy working alone and do not rely on others very often.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Rafael has no verified topics they care about

Media Appearances

Rafael has no verified media appearances

Work History

5-2019
Associate Professor at Universidade de Brasília
10-2009 - 10-2011
Graduate Program Coordinator at PPGEE-UnB
5-2009
Associate Professor | Professional Graduate Program Coordinator at Universidade de Brasília
10-2005 - 2-2014
Academic Coordinator at the ESR/RNP Brasilia at Escola Superior de Redes
7-2004 - 12-2004
Scientific Director at FAPDF

Education

1984 - 1988
Docteur/PhD from Université de Rennes I
2006 - 2007
Post-doctoral/Sabbatical Year from CentraleSupélec

More Information

Social Presence :

Prographics :

Exp : 21 Location : Federal District, Brazil Job Level : Junior Designation : Associate Professor at Universidade de Brasília
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Insights For Selling To Rafael

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be ready to answer many clarity-seeking questions and requests for information
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don't give superficial answers, they are easily rattled by them
  • 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 Rafael is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Rafael

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Rafael move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Rafael take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Rafael

Personality Compatibility


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