Craig Schultz

Sharpshooter
DISC Type : CD

Director of Marketing And Business Development at Blankingship & Keith, P.C.

Washington, District of Columbia, United States

Overview

Craig has no verified overview

Personality Overview

Thorough Evaluator

ROI Driven

Precise But Practical

They respond better to strong and respectful interactions.  They are not always relationship oriented. More than the product, they care about the impact of the product.

Topics They Care About

Craig has no verified topics they care about

Media Appearances

Craig has no verified media appearances

Work History

1-2023
Director of Marketing And Business Development at Blankingship & Keith, P.C.
6-2021 - 3-2026
Marketing and Business Development Manager at Blankingship & Keith, P.C.
2-2020 - 7-2020
Business Development Manager at Ballard Spahr LLP
6-2018 - 1-2019
Communications Manager at Akin Gump Strauss Hauer & Feld LLP
6-2015 - 10-2016
Business Development Manager, IP Section at Buchanan Ingersoll & Rooney PC

Education

1993 - 1995
MA from University of Virginia
1987 - 1991
BA from University of Michigan

More Information

Social Presence :

Prographics :

Exp : 8 Location : Washington, District of Columbia, United States Job Level : Mid-senior Designation : Director of Marketing And Business Development at Blankingship & Keith, P.C.
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Insights For Selling To Craig

During A Call Or A Meeting

DO's

  • Make sure that you circle back fast on any action items, it wins their trust
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Refer to testimonials from well-known industry leaders

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Do not spend too much time focusing on product tech or features
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Craig is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Craig

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Craig move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Craig take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Craig

Personality Compatibility


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