Lorna Burnip

Energizer
DISC Type : I

Digital CRM at Pentland Brands

Greater Leicester Area, United Kingdom

Overview

Lorna Burnip is a Digital CRM professional at Pentland Brands with a history of managing and implementing CRM systems. Her experience includes translating business needs into SFDC functionality at Office Depot and leading CRM campaigns at Dunelm. She holds a BA (hons) Degree in Design from Nottingham Trent University.

Lorna launched and implemented a new sales and marketing CRM system integrated with Sage 200 in a previous role.

Personality Overview

Imaginative

Big Picture Person

Full Of Energy

They are naturally enthusiastic, so take their promise with a pinch of salt.  Unlike C or D types, they are vocal with their opinions but not so much with their questions. They are not always early adopters but can be pursuaded by leveraging strong relationships.

Topics They Care About

CRM Implementation
Has hands-on experience launching new CRM systems and translating business requirements into Salesforce (SFDC) functionality across multiple previous roles.
Business Requirements Analysis
A key responsibility in past positions involved capturing business requirements from various departments and scoping out project needs for system implementation.
Sales & Marketing Integration
Previously launched and implemented a new sales and marketing CRM system, indicating experience in aligning these two critical business functions.

Media Appearances

Lorna has no verified media appearances

Work History

2-2019
Digital CRM at Pentland Brands
10-2018 - 2-2019
Buiness Developement Manager at Office Angels
9-2017 - 7-2018
Campaign Manager at Dunelm
1-2015 - 9-2017
CRM Executive at Office Depot UK
2-2014 - 12-2014
Sales and CRM Executive at Trifibre

Education

2007 - 2010
BA (hons) Degree: Design from Nottingham Business School, Nottingham Trent University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Greater Leicester Area, United Kingdom Job Level : N/A Designation : Digital CRM at Pentland Brands
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Insights For Selling To Lorna

During A Call Or A Meeting

DO's

  • Be friendly and entertaining in your conversation
  • Talk anecdotally about the customer experience that your product offers
  • Talk about their team and how your product will help them do things better and easier

DONT's

  • Don’t push them to make a decision too fast, let them get comfortable first
  • Avoid overloading them with too much detail
  • Don’t be too formal, focus on building comfort and trust

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lorna is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Lorna

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Lorna move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Lorna take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Lorna

Personality Compatibility


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