• First Principles, Part 3: The Secret to Being Customer Centric

    March 7, 2021

    There is no better selling weapon in the whole world than a happy customer talking to a prospect.

  • First Principles, Part 2: Always Selling, Always Recruiting

    February 27, 2021

    The person with the biggest pipeline always wins.

  • #CEO Podcast: You’re a CEO, But Don’t Think You Need Sales Skills Huh? (with Jim Hemmer)

    August 27, 2020

    Sales is an integral part of any business, but rarely associated with the CEO’s role.

  • How to Castrate a Bull

    December 11, 2019

    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

  • 5 (New) Learnings from a Recovering #Insurtech CEO

    June 9, 2019

    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,

  • Magic Moments: Five Enterprise Selling Plays for CEOs

    December 3, 2017

    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