Archive: Sales
The person with the biggest pipeline always wins.
Sales is an integral part of any business, but rarely associated with the CEO’s role.
General Magic, a company you’ve never heard of, was a unicorn before there was such a thing.
Once, when meeting with the CEO of a new customer, I pulled out a bottle of ketchup and set it on the table. It was one of these … Once, when meeting with the CEO of a new customer, I pulled out a bottle of ketchup and set it on the table. (Image: istockphoto) It was
The first time I went to Disney World if my memory serves me, was the summer of my freshman year in college. It was 1990, and it was part of an annual family pilgrimage to Florida to visit our extended relatives in Miami and Port Charlotte areas. We’d drive just under 24 hours from New
It was summer, and I was in a world of hurt. I was at the helm of my third venture. I had just left my Q3 management offsite, and it ended in a shouting match. Our management team all believed we’d invented the best thing since sliced bread for insurance underwriting. But, we just couldn’t
It’s been two years since I have been at the helm of a fast-growing #insurtech startup. I have since moved on to new adventures. But, I have kept up with the pulse of the industry by serving as an advisor and coach to newbie CEOs who are among a class of innovators. In my role,
My strategic accounts sales team met me in our NY office for a final briefing before our big meeting. After my usual grilling questions, I packed up my laptop and some choice tools for the job. I loaded a pair of red Vic Firth Drumsticks in my briefcase and taped up a box of a
https://play.ht/articles/6dc2992e8145 In the late ‘90s, I was among the group of entrepreneurs forging the next generation of dot com companies. I was, fortunately, selling technology tools to most brick and mortar enterprises looking to join the e-commerce club. It was a time of incredible growth for me. I learned a lot about enterprise
One time, early in the life of my company, I sat down with the CEO of one of my customers and asked her to help me connect with other senior leaders in the insurance industry. During my visit, I brought a list of folks I would like to meet. She reviewed the list for a
