Lathrop Smith

Questioner
DISC Type : c

Partner at Maxwell Locke & Ritter LLP

Austin, Texas, United States

Overview

Lathrop has no verified overview

Personality Overview

Systematic

Cautious & Analytical

Value Seeker

They prefer to fully evaluate every situation.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Lathrop has no verified topics they care about

Media Appearances

Lathrop has no verified media appearances

Work History

11-2010
Partner at Maxwell Locke & Ritter LLP
5-2003 - 11-2010
Principal at Focus Strategies Investment Banking
6-1998 - 8-2001
VP at ISI
5-1995 - 5-1998
RAM at Emerson Electric

Education

9-1991 - 5-1995
BS from Vanderbilt University
2001 - 2003
Master of Business Administration - MBA from Texas McCombs School of Business

More Information

Social Presence :

Prographics :

Exp : 29 Location : Austin, Texas, United States Job Level : N/A Designation : Partner at Maxwell Locke & Ritter LLP
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Insights For Selling To Lathrop

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lathrop is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Lathrop

  • 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 Lathrop move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Lathrop take some risk or not?

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

You And Lathrop

Personality Compatibility


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