Walter Hoersch

Questioner
DISC Type : c

CIO, Head of Medical Technology at PRO Klinik Holding GmbH

Berlin Metropolitan Area, Germany

Overview

Walter has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Walter has no verified topics they care about

Media Appearances

Walter has no verified media appearances

Work History

4-2019
CIO, Head of Medical Technology at PRO Klinik Holding GmbH
5-2011 - 4-2019
Head of IT, Medical Device Technology and Process Management at Immanuel Albertinen Diakonie
5-1993 - 5-2011
Project Manager/ Principal Clinical Research Business Analyst at Boston Scientific
7-1989 - 5-1993
Production Manager at Lewicki Microelectronics

Education

1984 - 1989
BSBME from Technische Hochschule Ulm

More Information

Social Presence :

Prographics :

Exp : 36 Location : Berlin Metropolitan Area, Germany Job Level : Leadership Designation : CIO, Head of Medical Technology at PRO Klinik Holding GmbH
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Insights For Selling To Walter

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • 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 Walter 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 Walter

  • 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 Walter move?

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

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


You And Walter

Personality Compatibility


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