Christen Lawhorn

Questioner
DISC Type : c

Legal Director at Salesloft

United States

Overview

Christen Lawhorn is the Legal Director at Salesloft, bringing extensive experience from her time at Equifax and Southern Company. She specializes in technology procurement and contract negotiation, leading deal teams and developing strategy. Christen earned her Juris Doctor from Mercer Universitys Walter F. George School of Law.

Based on her professional background and affiliations, she maintains an interest in the energy sector, having previously worked at Southern Company. She also follows developments from NASA - the National Aeronautics and Space Administration.

She is a public speaker on legal topics, having presented on the nuances of drafting and negotiating SaaS agreements.

Personality Overview

Not Easily Convinced

Price-Sensitive

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to fully evaluate every situation. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

SaaS Agreements
An expert in this area, she has spoken publicly at events for the Association of Corporate Counsel on the topic of drafting and negotiating SaaS contracts.
Technology Procurement
Managed the entire procurement process at Southern Company, specializing in acquiring technology solutions and consulting services while minimizing contractual risk.
Sales Deal Strategy
At Equifax, she partnered directly with sales teams to develop deal strategy, serving as an internal consultant to drive key client deals to a close.

Media Appearances

Christen has no verified media appearances

Work History

6-2024
Legal Director at Salesloft
4-2020 - 7-2024
Senior Corporate Counsel at Salesloft
3-2019 - 4-2020
Senior Procurement Manager at PGi
1-2018 - 12-2018
Director - Client Deal Team at Equifax
3-2015 - 2-2018
Supply Chain-Corporate Contracts at Southern Company

Education

2011 - 2014
Juris Doctor (J.D.) from Mercer University - Walter F. George School of Law
2006 - 2011
Bachelor’s Degree from Valdosta State University

More Information

Social Presence :

Prographics :

Exp : 10 Location : United States Job Level : Mid-senior Designation : Legal Director at Salesloft
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Insights For Selling To Christen

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Christen 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 Christen

  • 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 Christen move?

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

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Christen

Personality Compatibility


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