Lori Cook

Commander
DISC Type : D

Executive Leadership - Vice President Sales at Smarter Systems

Charlotte, North Carolina, United States

Overview

Lori has no verified overview

Personality Overview

Risk-Taker

Very Quick

Impact-Driven

They take a lot of pride in personal achievements.  They are not always relationship oriented. More than the product, they care about the impact of the product.

Topics They Care About

Lori has no verified topics they care about

Media Appearances

Lori has no verified media appearances

Work History

5-2013
Executive Leadership - Vice President Sales at Smarter Systems
1-2012 - 9-2013
Business Development Manager-Corporate at Smarter Systems
9-2010 - 1-2012
Business Development Manager at hiSoft Technology International Limited (formerly NouvEON)
2-2009 - 9-2010
Business Development Manager at AccruePartners
11-2007 - 11-2008
Front Office Manager at The Duke Mansion

Education

1997 - 2001
BA from East Carolina University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Charlotte, North Carolina, United States Job Level : Leadership Designation : Executive Leadership - Vice President Sales at Smarter Systems
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Insights For Selling To Lori

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Be respectful but crisp
  • When negotiating terms, help them build an impression that they are the ones calling the shots

DONT's

  • Do not spend too much time focusing on product tech or features
  • Avoid being too verbose
  • Avoid being a storyteller and don’t try to oversell

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lori is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Lori

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Lori move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Lori take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Lori

Personality Compatibility


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