Roberto Morandi

Editor
DISC Type : CS

Senior Sales Manager - Board Member Italy at Clarivate

Milan, Lombardy, Italy

Overview

Roberto has no verified overview

Personality Overview

Skeptic

Self-Disciplined

Sometimes Friendly

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  The only way to convince them is by showing them examples and ample proof. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Roberto has no verified topics they care about

Media Appearances

Roberto has no verified media appearances

Work History

2016
Senior Sales Manager - Board Member Italy at Clarivate
2007 - 2016
Senior Manager - Board Director Italy at Thomson Reuters
2002 - 2007
Southern Europe Sales Director at Thomson Scientific
2000 - 2002
Director & Country Manager Italy and Malta at Thomson Scientific
1995 - 2000
Account Manager at Dialog, LLC

Education

Education details unavailable from Università degli Studi di Milano
Education details unavailable from Collegio Rotondi
Education details unavailable from Rotondi College

More Information

Social Presence :

Prographics :

Exp : 35 Location : Milan, Lombardy, Italy Job Level : Middle Designation : Senior Sales Manager - Board Member Italy at Clarivate
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Insights For Selling To Roberto

During A Call Or A Meeting

DO's

  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Roberto is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Roberto

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Roberto move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Roberto take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Roberto

Personality Compatibility


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