Lori is currently Global Head of Business Development at Cloudflare. She previously was the Vice President of Global Digital & Virtual Sales at NetApp, where she led a team of 140 and a $20M P&L as well as built sales teams at companies including VeriSign, BlackBerry, and Contrast Security. Lori has been the first sales hire at early startups, and helped teams at public companies achieve revenue targets of up to $1B. She is the author of the book “42 Rules for Building a High-Velocity Inside Sales Team”.
Areas of Expertise
ForecastingLori can help teams think about the right sales stages, setting good stage entry and exit criteria, and overlaying forecasting methodology onto sales stages. It’s key that across different reps and different teams, everyone means the same thing when they talk about stages and likelihood to close.
Tools for High Velocity SalesThe tech stack is especially important for the more prescriptive processes that characterize high-velocity sales. Lori can advise on which tool categories to use and which vendors to evaluate for needs like chatbots, prospecting, lead research, call reviews, and forecasting.
Deal StrategyFrom how do you get in, to what your expansion and upsell strategy should be, to who you should involve in the process, and how to get the deal done, Lori can help think about the deal strategy that should inform team structure and processes.
Hiring and Org DesignLori has built and advised dozens of high-velocity teams and can advise on org structure, job specifications, hiring criteria, compensations plans, and other aspects of designing a high-performing team.