Tobias Guenthoer

Questioner
DISC Type : c

CIO / Senior Vice President IT at STADA Group

Germany

Overview

Tobias has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Price-Sensitive

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to fully evaluate every situation.

Topics They Care About

Tobias has no verified topics they care about

Media Appearances

Tobias has no verified media appearances

Work History

4-2021
CIO / Senior Vice President IT at STADA Group
1-2018 - 4-2021
Senior Vice President at Schneider Digital at Schneider Electric
4-2014 - 12-2017
Senior Vice President Information, Process and Organisation at Schneider Electric
3-2014
CIO and Director Shared Services Procter & Gamble at Procter & Gamble

Education

Senior Executive Development Program from IMD
Digital Business Strategy from Massachusetts Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 11 Location : Germany Job Level : Leadership Designation : CIO / Senior Vice President IT at STADA Group
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Insights For Selling To Tobias

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tobias is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Tobias

  • 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 Tobias move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Tobias take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Tobias

Personality Compatibility


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