Ralph Schaefer

Inspirer
DISC Type : id

Director - Global Head of Digital & IT Applications Procurement at Merck KGaA, Darmstadt, Germany

Frankfurt, Hesse, Germany

Overview

Ralph has no verified overview

Personality Overview

Decisive

Confident & Optimistic

Fast Adopter

They measure a product on its merit but can be influenced by strong testimonials.  They respond well to objective pitches but also attach some value to relationships. They usually prefer to drive the conversation.

Topics They Care About

Ralph has no verified topics they care about

Media Appearances

Ralph has no verified media appearances

Work History

1-2007
Director - Global Head of Digital & IT Applications Procurement at Merck KGaA, Darmstadt, Germany
10-2000 - 12-2006
Projectmanager and Application Consultant at DB Systems GmbH

Education

1994 - 2000
Diplom-Kaufmann from Universität des Saarlandes

More Information

Social Presence :

Prographics :

Exp : 25 Location : Frankfurt, Hesse, Germany Job Level : Mid-senior Designation : Director - Global Head of Digital & IT Applications Procurement at Merck KGaA, Darmstadt, Germany
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Insights For Selling To Ralph

During A Call Or A Meeting

DO's

  • Focus on the big picture and the strategic value of your product
  • Look like someone who is on top of their game
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don't be unorganized, be prepared for the pitch
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ralph is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Ralph

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Ralph move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Ralph take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Ralph

Personality Compatibility


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