Yorn Ziesche

Examiner
DISC Type : cs

Director Information Security (CISO) at Handelsblatt Media Group

Düsseldorf, North Rhine-Westphalia, Germany

Overview

Yorn has no verified overview

Personality Overview

Status Quo Seeker

Unexpressive

Process Oriented

They are thorough and always follow a systematic approach.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. Being observant comes to them naturally.

Topics They Care About

Yorn has no verified topics they care about

Media Appearances

Yorn has no verified media appearances

Work History

10-2019
Director Information Security (CISO) at Handelsblatt Media Group
12-2012 - 3-2021
Head of IT / Infrastructure - Head of procurement at Handelsblatt Media Group

Education

Yorn has no verified education history

More Information

Social Presence :

Prographics :

Exp : 13 Location : Düsseldorf, North Rhine-Westphalia, Germany Job Level : Mid-senior Designation : Director Information Security (CISO) at Handelsblatt Media Group
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Insights For Selling To Yorn

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Yorn is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Yorn

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Yorn move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Yorn take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Yorn

Personality Compatibility


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