Craig Rocklin

Inquirer
DISC Type : cd

Enterprise Account Manager at Spectrum Enterprise

Los Angeles, California, United States

Overview

Craig Rocklin is a senior technology sales executive with over 20 years of experience driving revenue growth in collaboration, UCaaS, and SaaS solutions. He specializes in complex sales cycles with public sector and Fortune 500 clients, utilizing the Challenger Sales Methodology to shape outcomes.

He is a multiple-year recipient of the Comdial Presidents Club award, recognizing him as a top-ranking regional sales manager.

Personality Overview

Judgemental

Upfront

Hard To Convince

They can be nudged to make faster decisions by offering what they value.  They care equally about the product and its potential impact. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Collaboration Technology
His career has centered on selling award-winning audio and video collaboration devices for industry leaders like DTEN, EPOS, and Poly.
Unified Communications
Has deep expertise in the UCaaS and CCaaS space, a core component of the solutions he has sold throughout his career.
Consultative Selling
Emphasizes a consultative approach in his sales philosophy, focusing on solving business challenges rather than just selling products.

Media Appearances

Craig has no verified media appearances

Work History

7-2024
Enterprise Account Manager at Spectrum Enterprise
11-2022 - 8-2024
Area Sales Manager - Southern CA/Hawaii at EPOS
4-2021 - 10-2022
Regional Account Executive, Southern CA/AZ/NV at DTEN
3-2019 - 4-2021
Named Account Manager, Southern CA at Poly
4-2007 - 4-2021
Senior Territory Mgr. Los Angeles/Arizona at Plantronics

Education

Education details unavailable from UCLA
Education details unavailable from California State University, Los Angeles

More Information

Social Presence :

Prographics :

Exp : 18 Location : Los Angeles, California, United States Job Level : Middle Designation : Enterprise Account Manager at Spectrum Enterprise
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Insights For Selling To Craig

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Highlight the competitive differentiation of your product
  • Refer to testimonials from others in similar positions

DONT's

  • Avoid repeating yourself or making generalizations
  • Don't try too hard to get friendly, let it happen with time
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Craig is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Craig

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Craig move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Craig take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Craig

Personality Compatibility


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