Lorraine Stiehl

Questioner
DISC Type : c

Chief Executive Officer at American Liver Foundation

San Diego, California, United States

Overview

Lorraine has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Lorraine has no verified topics they care about

Media Appearances

Lorraine has no verified media appearances

Work History

1-2021
Chief Executive Officer at American Liver Foundation
5-2018 - 12-2021
Advisory Council, Public Representative, National Institute of Diabetes, Digestive & Kidney Diseases at The National Institutes of Health
9-2001 - 12-2020
National Non-Profit and Business Management Strategist & Consultant at StiehlWorks
10-2001 - 3-2014
Major Gifts Fundraising, Marketing & Branding Expert, and Clinical Trials Recruitment Specialist at University of California, San Francisco
9-2010 - 6-2012
Patient Advocate Coordinator at California Institute for Regenerative Medicine

Education

1980 - 1983
Bachelor of Arts (BA) from Wayne State University
1987 - 1990
Master of Business Administration (MBA) - 90% Completion from Wayne State University

More Information

Social Presence :

Prographics :

Exp : 18 Location : San Diego, California, United States Job Level : Leadership Designation : Chief Executive Officer at American Liver Foundation
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Insights For Selling To Lorraine

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lorraine is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Lorraine

  • 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 Lorraine move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Lorraine take some risk or not?

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

You And Lorraine

Personality Compatibility


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