Craig Welling

Wildcard
DISC Type : sic

Chief Executive Officer at FMC - Connecting Dentistry

Radlett, England, United Kingdom

Overview

Craig Welling is the CEO of FMC, a leading UK dental communications company he has helped grow for nearly 16 years. Progressing from sales to leadership, he focuses on transforming the business to provide essential resources and integrated services for dental professionals. People describe him as approachable, professional, and highly focused.

He is passionate about simplifying backend management for dental practices, enabling clinicians to focus on patient care while improving their financial health. He believes in listening to clients first to build targeted solutions that equip practices for success without being burdened by excessive technology.

He spearheaded a management buyout of FMC, leading the company he originally joined as a telemarketer.

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Practice Growth
Leads FMC's mission to help dental practices grow through services focused on efficiency, scalability, and simplifying backend management so dentists can focus on patient care.
Dental Innovation
Actively discusses the need for a unified, integrated solution to solve the fragmentation of systems (HR, marketing, compliance) within dental practices.
Industry Collaboration
Organizes major industry events like the Private Dentistry Awards and fosters partnerships with groups like ADAM to better support practice managers and non-clinical staff.

Media Appearances

Craig has no verified media appearances

Work History

3-2024
Chief Executive Officer at FMC - Connecting Dentistry
4-2020 - 3-2024
Managing Director at FMC - Connecting Dentistry
4-2011 - 4-2020
Commercial Director at FMC - Connecting Dentistry

Education

2004 - 2006
Business from Hertswood

More Information

Social Presence :

Prographics :

Exp : 14 Location : Radlett, England, United Kingdom Job Level : Leadership Designation : Chief Executive Officer at FMC - Connecting Dentistry
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Insights For Selling To Craig

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Help them realize that there is no personal risk in making this decision
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Craig is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Craig

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Craig move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Craig take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Craig

Personality Compatibility


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