Lori Kaplan

Inspirer
DISC Type : id

Vice President, Go to Market Strategy & Enablement at IQVIA

Sparta, New Jersey, United States

Overview

Lori has no verified overview

Personality Overview

Confident & Optimistic

Generous

Fast Adopter

They measure a product on its merit but can be influenced by strong testimonials.  They usually prefer to drive the conversation. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

Lori has no verified topics they care about

Media Appearances

Lori has no verified media appearances

Work History

7-2017 - 3-2021
Vice President, Go to Market Strategy & Enablement at IQVIA
8-2016 - 6-2017
Director, Global Sales Enablement at IQVIA
6-2015 - 4-2016
Vice President, Global Sales Enablement at Houghton Mifflin Harcourt
8-2014 - 6-2015
Principal Advisor, Global Sales Enablement at IBM
3-2012 - 7-2013
Vice President, Go-to-Market at LexisNexis

Education

B.S. from Syracuse University
Education details unavailable from Babson College

More Information

Social Presence :

Prographics :

Exp : 16 Location : Sparta, New Jersey, United States Job Level : N/A Designation : Vice President, Go to Market Strategy & Enablement at IQVIA
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Insights For Selling To Lori

During A Call Or A Meeting

DO's

  • Look like someone who is on top of their game
  • Acknowledge their status and position during the conversation
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't be unorganized, be prepared for the pitch

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lori is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Lori

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Lori move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Lori take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Lori

Personality Compatibility


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