Craig Safian

Enigma
DISC Type : dci

Chief Financial Officer at Gartner

Stamford, Connecticut, United States

Overview

Craig has no verified overview

Personality Overview

Hard To Convince

Friendly Yet Blunt

Challenger

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Craig has no verified topics they care about

Media Appearances

Craig has no verified media appearances

Work History

6-2014
Chief Financial Officer at Gartner
9-2002 - 6-2014
Group Vice President, Global Finance, Strategy & Corporate Development at Gartner
2-2000 - 9-2002
Senior Director, Global Planning & Analysis at Headstrong
7-1996 - 2-2000
Senior Manager, Finance at Bristol-Myers Squibb / Clairol
1996 - 2000
Finance at Bristol-Myers Squibb / Clairol

Education

1994 - 1996
MBA from Emory University - Goizueta Business School
9-1987 - 5-1991
BS from Rutgers University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Stamford, Connecticut, United States Job Level : Leadership Designation : Chief Financial Officer at Gartner

Interested in

Entertainment

Film

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Insights For Selling To Craig

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Craig is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Craig

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Craig move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Craig take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Craig

Personality Compatibility


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