Steven Bochte

Questioner
DISC Type : c

Information Security Architect at Washington University in St. Louis

Madison, Wisconsin, United States

Overview

Steven has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

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 prefer to do thorough analysis of any situation.

Topics They Care About

Steven has no verified topics they care about

Media Appearances

Steven has no verified media appearances

Work History

5-2023
Information Security Architect at Washington University in St. Louis
2-2022 - 5-2023
Third Party Risk Analyst at Black Knight
4-2018 - 2-2022
Third Party Risk Analyst at CUNA Mutual Group
2-2008 - 3-2018
Senior Security Analyst and Programmer at University of Wisconsin Survey Center (UWSC)

Education

2004 - 2007
Bachelor of Science - BS from University of Wisconsin-Madison
Computer Systems Networking and Telecommunications from Madison Area Technical College

More Information

Social Presence :

Prographics :

Exp : 17 Location : Madison, Wisconsin, United States Job Level : Mid-senior Designation : Information Security Architect at Washington University in St. Louis
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • 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
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steven 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 Steven

  • 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 Steven move?

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

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


You And Steven

Personality Compatibility


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