Lori B.

Cheerleader
DISC Type : Is

Head of Sales, AppDynamics at Cisco

San Francisco Bay Area, United States

Overview

Lori is an enterprise sales leader specializing in AI, data, and cloud platforms, with a degree from UC Santa Barbara. With leadership experience at Cisco, Elastic, and Splunk, she excels at building GTM strategies and driving growth. Colleagues describe her as a hard-working, confident, and customer-first professional.

She has a consistent track record of holding senior sales leadership roles at three distinct, high-growth enterprise software giants: Splunk, Elastic, and Cisco.

Personality Overview

Listener

Story-Driven

Cheerful

Win-win scenarios can appeal strongly to them.  They are more likely to go for proven solutions. Unlike D or C types, they are calm as well as friendly and can give the impression of being more receptive than they actually are.

Topics They Care About

Enterprise GTM
Focuses on building go-to-market strategies for scalable growth in competitive, high-velocity AI, data, and cloud markets.
AI & Data Platforms
Specializes in enabling AI-native and data-first companies to accelerate platform adoption and deliver measurable business impact.
Value-Led Methodologies
Fluent in complex, value-led sales frameworks like MEDDPICC to drive strategic expansion and enterprise adoption.

Media Appearances

Lori has no verified media appearances

Work History

Head of Sales, AppDynamics at Cisco
12-2019
VP of Sales, Americas at Elastic
Area Vice President of Sales at Splunk

Education

Bachelor’s Degree from UC Santa Barbara

More Information

Social Presence :

Prographics :

Exp : N/A Location : San Francisco Bay Area, United States Job Level : Mid-senior Designation : Head of Sales, AppDynamics at Cisco
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Insights For Selling To Lori

During A Call Or A Meeting

DO's

  • Use testimonials, case studies to show them why it is a low-risk, high-value decision
  • Be visibly appreciative of their actions during your interactions
  • Take time to make them feel comfortable before getting to the main pitch

DONT's

  • Avoid unnecessary confrontation if it arises incidentally
  • Don’t get into excessive details unless prompted
  • Don’t push them to make decisions very fast, let them take their time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lori is

  • Relationships can play a major role, followed by low risk and strong market validation.
  • Will you ever get a clear answer from Lori

  • They are not very direct, and unlikely to say no to your face.

Insights For Deal Planning

    How fast (or slow) will Lori move?

  • They can take their time to make decisions, even if they are constantly involved and friendly.
  • Can Lori take some risk or not?

  • It is unlikely that they will take many risks.

You And Lori

Personality Compatibility


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