Robert Waywell

Evaluator
DISC Type : dcs

Director, SAP HANA Product Management at SAP

Waterloo, Ontario, Canada

Overview

Robert has no verified overview

Personality Overview

Quality Focused

Thorough Evaluator

Fast But Analytical

They are not very likely to become strong advocates of your product or service  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

Topics They Care About

Robert has no verified topics they care about

Media Appearances

Robert has no verified media appearances

Work History

7-2014
Director, SAP HANA Product Management at SAP
1-2013 - 6-2014
Delivery Manager, Mobility Services at SAP
8-2010 - 12-2012
Practice Manager, Mobility at Sybase, an SAP Company
7-2004 - 7-2010
Technical Services Manager at Sybase, an SAP Company
7-2001 - 6-2003
Technical Support Team Leader at Sybase iAnywhere

Education

1999 - 2003
M.BA from Wilfrid Laurier University
1993 - 1997
B.A. from University of Guelph

More Information

Social Presence :

Prographics :

Exp : 27 Location : Waterloo, Ontario, Canada Job Level : Mid-senior Designation : Director, SAP HANA Product Management at SAP
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Be prepared for comments or questions that are critical of your product or your claims
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert is

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

  • 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 Robert move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Robert 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 Robert

Personality Compatibility


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