Lorna Loney

Initiator
DISC Type : Di

VP of Strategic Alliances at XTM

United Kingdom

Overview

Lorna has no verified overview

Personality Overview

Impact-Oriented

Conviction Driven

Friendly Challenger

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

Topics They Care About

Lorna has no verified topics they care about

Media Appearances

Lorna has no verified media appearances

Work History

1-2026
VP of Strategic Alliances at XTM
9-2024 - 11-2025
Global VP of Strategic Alliances at Sitecore
11-2022 - 10-2025
Head of Strategic Global Alliances at Sitecore
6-2021 - 11-2022
VP Strategic Global Alliances at Sitecore
4-2021 - 6-2021
Channel Sales Director at Sitecore

Education

1990 - 1993
Education details unavailable from Glasgow Caledonian University

More Information

Social Presence :

Prographics :

Exp : 31 Location : United Kingdom Job Level : Senior Designation : VP of Strategic Alliances at XTM
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Insights For Selling To Lorna

During A Call Or A Meeting

DO's

  • Look like someone who is on top of their game
  • Focus on the big picture and the strategic value of your product
  • Acknowledge their status and position during the conversation

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t keep repeating the same information, it could make them impatient
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lorna 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 Lorna

  • 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 Lorna move?

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

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

You And Lorna

Personality Compatibility


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