Crawford McInnis

Wildcard
DISC Type : ics

Chief Sales Officer at EPIC Insurance Brokers & Consultants

Birmingham, Alabama, United States

Overview

Crawford has no verified overview

Personality Overview

Friendly But Slow

ROI Driven

Curious But Skeptical

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

Topics They Care About

Crawford has no verified topics they care about

Media Appearances

Crawford has no verified media appearances

Work History

11-2021
Chief Sales Officer at EPIC Insurance Brokers & Consultants
11-2014 - 11-2021
Managing Principal at EPIC Insurance Brokers & Consultants
2-1995 - 11-2014
Executive Vice President at Cobbs Allen
5-1994 - 2-1995
Account Executive at Minet, Inc. / AON

Education

1992 - 1994
BBA from University of Georgia - Terry College of Business
1990 - 1992
Bachelor of Science (B.S.) from Louisiana State University

More Information

Social Presence :

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Exp : 31 Location : Birmingham, Alabama, United States Job Level : Leadership Designation : Chief Sales Officer at EPIC Insurance Brokers & Consultants
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Insights For Selling To Crawford

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Crawford is

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

  • 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 Crawford move?

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

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

You And Crawford

Personality Compatibility


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