Stephane Lacelle

Examiner
DISC Type : cs

VP Software Development - Secure Access at Entrust

Ottawa, Ontario, Canada

Overview

Stephane has no verified overview

Personality Overview

Unexpressive

Overcautious

Process Oriented

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Stephane has no verified topics they care about

Media Appearances

Stephane has no verified media appearances

Work History

8-2018
VP Software Development - Secure Access at Entrust
3-2008 - 7-2018
Director Product Development at Entrust
11-1998 - 3-2008
Senior Development Manager at Entrust
9-1996 - 11-1998
Senior Software Designer at Nortel
3-1994 - 10-1996
Software Designer at TimeStep

Education

1986 - 1990
B.Sc. from University of Ottawa

More Information

Social Presence :

Prographics :

Exp : 35 Location : Ottawa, Ontario, Canada Job Level : Senior Designation : VP Software Development - Secure Access at Entrust
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Insights For Selling To Stephane

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephane is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Stephane

  • 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 Stephane move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Stephane take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Stephane

Personality Compatibility


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