Stephen Martin

Evaluator
DISC Type : SDc

Finance Director at The Institution of Structural Engineers

London, England, United Kingdom

Overview

Stephen has no verified overview

Personality Overview

Quality Focused

Fast But Analytical

Thorough Evaluator

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

11-2023
Finance Director at The Institution of Structural Engineers
12-2019 - 3-2023
Managing Director, Finance (Finance Director) at Chatham House
10-2018 - 12-2019
Deputy Finance Director at Chatham House
9-2015 - 9-2018
Financial Controller at Chatham House
9-2006 - 12-2010
Senior Associate at PricewaterhouseCoopers

Education

2020 - 2020
FCA from ICAEW
2006 - 2009
ACA from ICAEW

More Information

Social Presence :

Prographics :

Exp : 14 Location : London, England, United Kingdom Job Level : Mid-senior Designation : Finance Director at The Institution of Structural Engineers
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Stephen

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Stephen take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Stephen

Personality Compatibility


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