Stefano Alecu

Questioner
DISC Type : c

Group Chief Information Officer at CERBA HEALTHCARE

Greater Paris Metropolitan Region, France

Overview

Stefano has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Stefano has no verified topics they care about

Media Appearances

Stefano has no verified media appearances

Work History

10-2024
Group Chief Information Officer at CERBA HEALTHCARE
6-2018 - 10-2024
SVP Chief Information Officer at Fresenius Kabi
5-2017 - 6-2018
Senior Vice President at Fresenius Kabi
5-2013 - 4-2017
External Advisor at Accenture - Fresenius
9-2004 - 8-2007
Consultant at Accenture

Education

4-2022 - 11-2022
Top Executive Program from Harvard Business School
1996 - 2001
Laurea from Università degli studi Roma TRE

More Information

Social Presence :

Prographics :

Exp : 19 Location : Greater Paris Metropolitan Region, France Job Level : Leadership Designation : Group Chief Information Officer at CERBA HEALTHCARE
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Insights For Selling To Stefano

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stefano is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Stefano

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Stefano move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Stefano take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Stefano

Personality Compatibility


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