Wolfgang Ihde

Critic
DISC Type : C

Senior Manager / Software Asset Management, CIO Advisory at KPMG Deutschland

Hamburg, Hamburg, Germany

Overview

Wolfgang has no verified overview

Personality Overview

Negotiator

Information Seeker

ROI Driven

They choose to analyze logically and value facts to emotions.  They don’t appreciate bells and whistles unless backed by data. They like to do things independently and don’t look for support from others.

Topics They Care About

Wolfgang has no verified topics they care about

Media Appearances

Wolfgang has no verified media appearances

Work History

3-2018
Senior Manager / Software Asset Management, CIO Advisory at KPMG Deutschland
6-2010 - 2-2018
Practice Leader / Principal Consultant - Software Asset Management at Axians IT Solutions GmbH (formerly known as FRITZ & MACZIOL Software und Computervertrieb GmbH)
11-2009 - 5-2010
Senior Consultant Software Asset Management (SAM) at Crayon
5-2006 - 11-2009
Consultant Software Asset Management (SAM) at DATALOG Software AG ( COMPAREX AG )
Business Licensing Consultant / Escalation Specialist at Microsoft Deutschland

Education

Wolfgang has no verified education history

More Information

Social Presence :

Prographics :

Exp : 19 Location : Hamburg, Hamburg, Germany Job Level : Leadership Designation : Senior Manager / Software Asset Management, CIO Advisory at KPMG Deutschland
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Insights For Selling To Wolfgang

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Wolfgang is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Wolfgang

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Wolfgang move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Wolfgang take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Wolfgang

Personality Compatibility


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