Lorne Graves

Observer
DISC Type : ci

Chief Technology Officer at Frontgrade Technologies

Huntsville, Alabama, United States

Overview

Lorne has no verified overview

Personality Overview

Example Seeker

Curious

Value Driven

They often ask many questions and rely heavily on information and documentation.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They are generally strong communicators and are not easy to convince.

Topics They Care About

Lorne has no verified topics they care about

Media Appearances

Lorne has no verified media appearances

Work History

12-2023
Chief Technology Officer at Frontgrade Technologies
11-2022 - 1-2024
Chief Technologist at Spectrum Control
3-2019 - 8-2022
Chief Technology Officer at Abaco Systems, Inc.
9-2014 - 8-2018
Chief Technologist at Mercury Systems
4-2011 - 9-2014
Technical Director at Mercury Systems

Education

Education details unavailable from UAH

More Information

Social Presence :

Prographics :

Exp : 24 Location : Huntsville, Alabama, United States Job Level : Leadership Designation : Chief Technology Officer at Frontgrade Technologies
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Insights For Selling To Lorne

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Invite them for a social do but don’t rely solely on the relationship
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lorne is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Lorne

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Lorne move?

  • They like to analyze well and then make their decisions.
  • Can Lorne take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Lorne

Personality Compatibility


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