JJ Lacey

Pioneer
DISC Type : sid

Director, SMB & Commercial Sales at Highspot

Greater Seattle Area, United States

Overview

JJ Lacey is the Director of SMB & Commercial Sales at Highspot, where he has been for nearly seven years. He is a data-driven sales leader who was recently selected for the companys FY25 Revenue Advisory Board. He holds a Bachelors degree from George Fox University.

JJ has a strong background in team leadership informed by his passion for sports. Recommendations highlight his skills as a "natural coach, " stemming from experience as a basketball coach. He also previously served as the Director of Intramurals during his time at George Fox University.

He applies his experience as a basketball coach to motivate his sales team and consistently outperform quotas.

Personality Overview

Driven But Considerate

Decisive But Friendly

Friendly But Fast

If they are convinced, they can become very strong champions for your product  They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Sales Enablement
He champions Highspot's platform to help sales and marketing teams improve content performance, align processes with the buyer's journey, and drive revenue.
Buyer Engagement
He shares content on how technology is changing buyer expectations and focuses on strategies for sales teams to exceed those new standards.
Consultative Selling
Actively promotes tools and techniques designed to enhance a sales team's proficiency in using a consultative approach with potential buyers.

Media Appearances

JJ has no verified media appearances

Work History

2-2025
Director, SMB & Commercial Sales at Highspot
2-2023 - 2-2025
Sr. Sales Manager, SMB/Commercial at Highspot
11-2020 - 2-2023
Sales Manager, SMB/Commercial at Highspot
9-2015 - 5-2017
Director of Intramurals at George Fox University
5-2016 - 8-2016
Marketing Intern at Blanton Turner

Education

Bachelor's degree from George Fox University
Education details unavailable from Auburn Mountainview High School

More Information

Social Presence :

Prographics :

Exp : 6 Location : Greater Seattle Area, United States Job Level : Mid-senior Designation : Director, SMB & Commercial Sales at Highspot
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Insights For Selling To JJ

During A Call Or A Meeting

DO's

  • During followups, use calls or text if needed, they should be fine
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • Ask them for a lunch or coffee once some rapport has been established

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with JJ is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from JJ

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will JJ move?

  • They are generally fast movers and can take quick decisions
  • Can JJ take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And JJ

Personality Compatibility


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