Wei Zhang

Questioner
DISC Type : c

Regional Vice President, Solution Advisory, APJ at Coupa Software

Singapore

Overview

Wei has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

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

Topics They Care About

Wei has no verified topics they care about

Media Appearances

Wei has no verified media appearances

Work History

3-2023
Regional Vice President, Solution Advisory, APJ at Coupa Software
3-2021 - 3-2023
Senior Director, Value Solutions Consulting, APJ at Coupa Software
7-2019 - 3-2021
Director, Value Solution Consulting, Asia Pacific and Japan at Coupa Software
6-2018 - 6-2019
Project Manager at DHL Consulting
9-2014 - 5-2018
Strategy Manager, Supply Chain & Operations at Accenture

Education

2005 - 2007
Professional Doctorate in Engineering from Eindhoven University of Technology
2003 - 2005
Master of Science from Leiden University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Singapore Job Level : Senior Designation : Regional Vice President, Solution Advisory, APJ at Coupa Software
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Insights For Selling To Wei

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Wei 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 Wei

  • 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 Wei move?

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

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


You And Wei

Personality Compatibility


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