Faust Gorham

Critic
DISC Type : C

Associate Vice President Information Technology Services & CIO at California State University, Bakersfield

Bakersfield, California, United States

Overview

Faust has no verified overview

Personality Overview

Negotiator

Critic

ROI Driven

Unless the value is proven by data, they are unlikely to value fancy features.  They choose to analyze logically and value facts to emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Faust has no verified topics they care about

Media Appearances

Faust has no verified media appearances

Work History

6-2019 - 10-2023
Associate Vice President Information Technology Services & CIO at California State University, Bakersfield
8-2015 - 10-2023
Associate Vice President & Chief Information Officer (CIO) at California State University, Bakersfield
1-2020 - 1-2022
Interim Associate Vice President Facilities Management Services at California State University, Bakersfield
2-2014 - 8-2015
Director of Enterprise Applications at UC Merced
9-2011 - 3-2014
Interim Chief Information Officer (CIO) at UC Merced

Education

8-2020 - 5-2023
Doctorate in Education from California State University, Fresno
2016 - 2018
Master’s Degree from Cal State Fullerton, College of Business and Economics

More Information

Social Presence :

Prographics :

Exp : 13 Location : Bakersfield, California, United States Job Level : Middle Designation : Associate Vice President Information Technology Services & CIO at California State University, Bakersfield
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Insights For Selling To Faust

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be formal and objective, they will appreciate it more

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Do not use very emotional or colorful language
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Faust is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Faust

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Faust move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Faust take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Faust

Personality Compatibility


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