Laurence Kessler

Doer
DISC Type : sd

Senior Vice President of Sales at Ventra Health

Atlanta Metropolitan Area, United States

Overview

Laurence has no verified overview

Personality Overview

Fast-paced

Risk-Accepting

Strategic Planner

They exhibit a rare combination of being result-oriented but patient at the same time.  They are very professional in their approach and can weigh multiple perspectives together. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Laurence has no verified topics they care about

Media Appearances

Laurence has no verified media appearances

Work History

3-2023
Senior Vice President of Sales at Ventra Health
2-2022 - 2-2023
Senior Vice President, Growth and Partnerships at Healthrise
7-2020 - 3-2022
Vice President - Technology Solutions Group, East at nThrive
1-2018 - 3-2022
Vice President, Sales - Southeast at nThrive
6-2014 - 3-2022
Vice President, Revenue Cycle Advisory Services and Solutions Architecture at nThrive

Education

2002 - 2004
MPH from Emory University
1996 - 2000
BS from The University of Georgia

More Information

Social Presence :

Prographics :

Exp : 20 Location : Atlanta Metropolitan Area, United States Job Level : Leadership Designation : Senior Vice President of Sales at Ventra Health
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Insights For Selling To Laurence

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • During followups, use phone or text if needed, they should be fine
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Avoid putting conscious effort into relationship-building
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Laurence is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Laurence

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Laurence move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Laurence take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Laurence

Personality Compatibility


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