Craig Forand

Evaluator
DISC Type : sdc

Vice President, Sales Engineering Operations at C1

Lincroft, New Jersey, United States

Overview

Craig Forand is the Vice President of Sales Engineering Operations at C1, bringing over 20 years of leadership experience. His expertise blends operations, technology, finance, and technical sales. He holds an ITIL certification and earned a BS in Business Management and Computer Science from the University of South Carolina.



He has a rare combination of skills that bridges the gap between multiple business functions, including pre and post-sales.

Personality Overview

Quality Focused

Fast But Analytical

Thorough Evaluator

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Operational Efficiency
His professional summary emphasizes his capability in improving operational efficiency and outperforming EBITDA benchmarks.
Healthcare IT
He has shared case studies on transforming operational efficiency and data center migration for healthcare providers like Sutter Health and Artesia General Hospital.
Education Technology
His shared posts highlight C1's work in modernizing campus connectivity and enhancing safety for educational institutions like Coppin State University and Albuquerque Public Schools.

Media Appearances

Craig Forand - Vice President, Sales Engineering Operations at C1. Featured in The Org

See Now

Work History

10-2023
Vice President, Sales Engineering Operations at C1
2-2018 - 10-2023
Sales Director at C1
10-2015 - 2-2018
Operations Director at C1
12-2009 - 10-2015
Director of Operations at NACR, Inc.
4-1999 - 12-2009
Vice President - Operations at Empire Technologies, LLC.

Education

1991 - 1995
BS from University of South Carolina

More Information

Social Presence :

Prographics :

Exp : 26 Location : Lincroft, New Jersey, United States Job Level : Senior Designation : Vice President, Sales Engineering Operations at C1
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Insights For Selling To Craig

During A Call Or A Meeting

DO's

  • Be prepared for comments or questions that are critical of your product or your claims
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Craig is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Craig

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Craig move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Craig take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Craig

Personality Compatibility


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