Laurie M.

Questioner
DISC Type : c

CEO at Beacon Professional Management, LLC

United States

Overview

Laurie has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Laurie has no verified topics they care about

Media Appearances

Laurie has no verified media appearances

Work History

3-2025
CEO at Beacon Professional Management, LLC
10-2017 - 3-2025
Vice President - Cybersecurity & Technology Controls at JPMorgan Chase & Co.
5-2016 - 5-2017
Director - Business Engagement Lead at Trianz
9-2013 - 3-2016
Managing Principal at Capco
9-2013
Senior Vice President - Technology at Jefferies & Co., Inc

Education

Bachelor's Degree from Babson College
Cybersecurity Policy and Technology from Harvard Kennedy School

More Information

Social Presence :

Prographics :

Exp : 11 Location : United States Job Level : Leadership Designation : CEO at Beacon Professional Management, LLC
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Insights For Selling To Laurie

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Laurie 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 Laurie

  • 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 Laurie move?

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

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Laurie

Personality Compatibility


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