Joe Forkum

Questioner
DISC Type : c

VP Sales & Marketing - Bulk Products at CSX

Jacksonville, Florida, United States

Overview

Joe has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They prefer to analyze every situation thoroughly.


Topics They Care About

Joe has no verified topics they care about

Media Appearances

Joe has no verified media appearances

Work History

12-2025
VP Sales & Marketing - Bulk Products at CSX
7-2025 - 12-2025
VP Sales & Marketing - Coal, Agriculture, & Food at CSX
3-2023 - 7-2025
VP - Coal Sales & Marketing at CSX
1-2022 - 3-2023
Head of Merchandise Sales at CSX
7-2021 - 1-2022
Senior Director - Merchandise Sales at CSX

Education

2015 - 2017
Master of Business Administration (MBA) from UF Hough Graduate School of Business
1997 - 1999
Bachelor's Degree from University of North Florida

More Information

Social Presence :

Prographics :

Exp : 25 Location : Jacksonville, Florida, United States Job Level : Senior Designation : VP Sales & Marketing - Bulk Products at CSX
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Insights For Selling To Joe

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Joe is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Joe

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Joe move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Joe take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Joe

Personality Compatibility


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