There is no better selling weapon in the whole world than a happy customer talking to a prospect.
The person with the biggest pipeline always wins.
Sales is an integral part of any business, but rarely associated with the CEO’s role.
When developing a B2B technology company, you have two choices. You can sell to small and medium-sized businesses (aka SMBs), or you can sell to large enterprises. There is a stark difference between how you sell to one group versus the other. Large enterprises are demanding, are process-heavy, and unusually large organizations. So, solving problems
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