Ruben Martinez

Critic
DISC Type : C

Senior Business Development Manager at SITA

Greater Madrid Metropolitan Area, Spain

Overview

Ruben has no verified overview

Personality Overview

Precise

Critic

ROI Driven

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 prefer to do logical analysis and value evidence over emotions.

Topics They Care About

Ruben has no verified topics they care about

Media Appearances

Ruben has no verified media appearances

Work History

4-2019
Senior Business Development Manager at SITA
9-2017 - 4-2019
Business Development Manager at SITA
6-2010 - 9-2017
Bid Manager at SITA
6-1999 - 11-2003
Site Operations Manager at Data Electronics
1-1998 - 5-1999
Team Coach at Digital Equipment Corporation (USA)

Education

11-2021 - 10-2024
ACI-ICAO AMPAP International Airport Professional (IAP) from Global ACI-ICAO Airport Management Professional Accreditation Programme (AMPAP)
7-2024 - 10-2024
ACI-Concordia Airport Executive Leadership Program (AELP) from Concordia University

More Information

Social Presence :

Prographics :

Exp : 21 Location : Greater Madrid Metropolitan Area, Spain Job Level : Middle Designation : Senior Business Development Manager at SITA
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Insights For Selling To Ruben

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Tell them what ROI they can expect
  • 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 too hard to build a relationship with them
  • 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 Ruben is

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

  • 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 Ruben move?

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

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

You And Ruben

Personality Compatibility


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