Lori Steele

Questioner
DISC Type : c

President, Global Professional Services and Forward Deployed Engineering at Salesforce

New York, New York, United States

Overview

Lori Steele is the President of Global Professional Services at Salesforce, leading teams that help customers leverage AI for transformation. With a background including senior roles at IBM and an MBA from Wharton, she is an expert in digital strategy and customer success on a global scale.

Outside of her primary role, Lori is a passionate advocate for diversity and inclusion. She serves as the executive sponsor for the Salesforce Women’s Network and engages her leadership team in community service, emphasizing a culture of connection and giving back.

Unique fact: Lori is the executive sponsor for the Salesforce Women’s Network, actively championing DE&I initiatives within the company.

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

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

Topics They Care About

Enterprise AI
Champions Salesforce's Agentforce AI, emphasizing how it creates a digital workforce to deliver value, speed, and ROI for enterprise customers.
Customer Transformation
Focuses on delivering customer success and innovation, highlighting multi-year transformation projects like the one with The Goodyear Tire & Rubber Company.
DE&I Advocacy
Serves as the executive sponsor for the Salesforce Women’s Network, demonstrating a strong commitment to diversity, equity, and inclusion.

Media Appearances

Lori has no verified media appearances

Work History

2-2025
President, Global Professional Services and Forward Deployed Engineering at Salesforce
10-2022 - 3-2025
President & CRO Europe, Middle East and Africa at Salesforce
2-2022 - 9-2022
President, Global Professional Services at Salesforce
7-2016 - 3-2019
Global Managing Director, IBM Healthcare and Life Sciences at IBM
7-2014 - 6-2016
General Manager, IBM Consulting, North America at IBM

Education

MBA from The Wharton School
BS from Drexel University's LeBow College of Business

More Information

Social Presence :

Prographics :

Exp : 29 Location : New York, New York, United States Job Level : N/A Designation : President, Global Professional Services and Forward Deployed Engineering at Salesforce
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Insights For Selling To Lori

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lori 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 Lori

  • 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 Lori move?

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

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Lori

Personality Compatibility


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