Steffen Grossmann

Critic
DISC Type : C

Director, Data Management, Innovation & Information Offerings at IQVIA Germany

Frankfurt Rhine-Main Metropolitan Area, Germany

Overview

Steffen has no verified overview

Personality Overview

Critic

Negotiator

Precise

They like to take decisions independently and do not seek others' support often.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Steffen has no verified topics they care about

Media Appearances

Steffen has no verified media appearances

Work History

7-2023
Director, Data Management, Innovation & Information Offerings at IQVIA Germany
4-2018 - 6-2023
Associate Director, Marketing at IQVIA Germany
1-2017 - 3-2018
Senior Manager Marketing & Offering Development, Commercial Excellence at IQVIA Germany
10-2016 - 12-2016
Principal at QuintilesIMS
10-2014 - 9-2016
Principal at IMS Health

Education

1998 - 2003
PhD from Goethe University Frankfurt
1990 - 1997
Diploma from Goethe University Frankfurt

More Information

Social Presence :

Prographics :

Exp : 18 Location : Frankfurt Rhine-Main Metropolitan Area, Germany Job Level : Mid-senior Designation : Director, Data Management, Innovation & Information Offerings at IQVIA Germany
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Insights For Selling To Steffen

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Tell them what ROI they can expect

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steffen is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Steffen

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Steffen move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Steffen take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Steffen

Personality Compatibility


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