Craig Culwell

Questioner
DISC Type : c

Director, Sales at CommScope

Auburn, California, United States

Overview

Craig has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Value Seeker

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. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Craig has no verified topics they care about

Media Appearances

Craig has no verified media appearances

Work History

1-2025
Director, Sales at CommScope
4-2020 - 2-2025
Director, Market Development at CommScope
1-2018 - 4-2020
Manager, Market Development at CommScope
1-2014 - 8-2015
Business Development Manager at TE Connectivity
12-2010 - 1-2014
Executive Account Manager at TE Connectivity

Education

1994 - 1996
Masters from University of Phoenix
1986 - 1988
BS from California Polytechnic State University-San Luis Obispo

More Information

Social Presence :

Prographics :

Exp : 12 Location : Auburn, California, United States Job Level : Mid-senior Designation : Director, Sales at CommScope
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Insights For Selling To Craig

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Craig is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Craig

  • 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 Craig move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Craig take some risk or not?

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

You And Craig

Personality Compatibility


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