Yann Richard

Critic
DISC Type : C

Global Network Sales Specialist - Dell Tech Select accounts at Dell

Nanterre, Île-de-France, France

Overview

Yann has no verified overview

Personality Overview

Critic

Negotiator

Precise

They like to take decisions independently and do not seek others' support often.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Yann has no verified topics they care about

Media Appearances

Yann has no verified media appearances

Work History

9-2018
Global Network Sales Specialist - Dell Tech Select accounts at Dell
10-2017 - 8-2018
Senior Sales Account Executive at Extreme Networks
9-2009 - 9-2017
Named Account Manager - Major Public Accounts at Avaya
7-2006 - 9-2009
Sales Account Manager at Nortel Networks
10-2000 - 6-2006
Sales Specialist at Westcon

Education

1999 - 2000
3rd year from CCI Evry
1996 - 1998
Two year professional university-level degree (DUT from Paris-Sud University (Paris XI)

More Information

Social Presence :

Prographics :

Exp : 25 Location : Nanterre, Île-de-France, France Job Level : Junior Designation : Global Network Sales Specialist - Dell Tech Select accounts at Dell
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Insights For Selling To Yann

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Tell them what ROI they can expect
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • 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 Yann is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Yann

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Yann move?

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

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

You And Yann

Personality Compatibility


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