Several weeks ago, I delivered the keynote address an actuarial conference at one of the Big 4 accounting firms. These really smart people spend their days analyzing data and calculating risk.
Just the thought of “selling” makes most actuaries cringe. They view people who do it as slimy, manipulative and disgusting — not at all like them. Yet their leadership team very wisely realized that future growth depended on them acquiring these skills.
How was I going to change the actuaries' perception of sales?
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