Stefan Neumann

Wildcard
DISC Type : cis

Information Security Manager at Avaya

Frankfurt Rhine-Main Metropolitan Area, Germany

Overview

Stefan has no verified overview

Personality Overview

Friendly But Slow

Requires Proof

ROI Driven

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Stefan has no verified topics they care about

Media Appearances

Stefan has no verified media appearances

Work History

9-2016
Information Security Manager at Avaya
10-2012 - 9-2016
Consulting Sales Engineer - Global Accounts at Avaya
6-2006 - 10-2012
Manager Systems Engineering at Avaya
10-2000 - 11-2002
Business Development Manager at Lucent Technologies/Avaya (Spin-Off)
7-1998 - 10-2000
Managing Presales Engineer at Lucent Technologies

Education

1992 - 1996
Dipl.Ing. Telekommunikation from Fachhochschule Dieburg

More Information

Social Presence :

Prographics :

Exp : 38 Location : Frankfurt Rhine-Main Metropolitan Area, Germany Job Level : Middle Designation : Information Security Manager at Avaya
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Insights For Selling To Stefan

During A Call Or A Meeting

DO's

  • Invite them for a social do but don’t rely solely on the relationship
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Help them realize that there is no personal risk in making this decision

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • 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 Stefan is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Stefan

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Stefan move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Stefan take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Stefan

Personality Compatibility


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