Tobias Philipp

Questioner
DISC Type : c

Senior Consultant Global SAP 360 Program at SAP

Eschborn, Hesse, Germany

Overview

Tobias has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Value Seeker

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. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Tobias has no verified topics they care about

Media Appearances

Tobias has no verified media appearances

Work History

1-2022
Senior Consultant Global SAP 360 Program at SAP
6-2019 - 2-2022
Solution Advisor Expert - Database & Datamanagement at SAP
1-2017 - 6-2019
Solution Advisor Expert Database and Data Management Solutions MEE Region at SAP
1-2001 - 9-2012
Presales Manager Mobility Europe at Sybase/iAnywhere
9-2012
Presales Manager EMEA at Sybase/iAnywhere

Education

1990 - 1994
Diplom-Ingenieurin (Dipl.Ing.) from Fachhochschule Darmstadt

More Information

Social Presence :

Prographics :

Exp : 20 Location : Eschborn, Hesse, Germany Job Level : N/A Designation : Senior Consultant Global SAP 360 Program at SAP
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Insights For Selling To Tobias

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tobias 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 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?

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

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


You And Tobias

Personality Compatibility


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