Rob W.

Critic
DISC Type : C

Senior Pre-Sales Engineer at Mavenir

Baarn, Utrecht, Netherlands

Overview

Rob has no verified overview

Personality Overview

Objective Thinker

Negotiator

Information Seeker

It is very likely that they will negotiate pricing or other important terms.  Unless the value is proven by data, they are unlikely to value fancy features. They enjoy working alone and do not rely on others very often.

Topics They Care About

Rob has no verified topics they care about

Media Appearances

Rob has no verified media appearances

Work History

6-2015
Senior Pre-Sales Engineer at Mavenir
1-2008 - 5-2015
Director Networks & Technology at Aspider Solutions
2-2005 - 12-2007
Sr. Network Architect at Telfort/KPN BV
6-1997 - 1-2005
Sr Manager Design, Planning & Service Implementation at Telfort/KPN BV
5-1997
Network Planning Consultant at Lucent Technologies

Education

1988 - 1991
BSc from Amsterdam University of Applied Sciences
1982 - 1985
Bsc from Hogere Zeevaartschool Amsterdam

More Information

Social Presence :

Prographics :

Exp : 28 Location : Baarn, Utrecht, Netherlands Job Level : Mid-senior Designation : Senior Pre-Sales Engineer at Mavenir
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready for penetrating questions and critical examination of your pitch
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob is

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

  • 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 Rob move?

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

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

You And Rob

Personality Compatibility


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