Crawl – Walk – Run

In my last post I discussed how we at Beringer Finance are leveraging technology to help disrupting the investment banking industry. Yet disruptive transformations do not happen overnight. Establishing momentum is an important element of any successful change journey, but it is particularly critical when tackling disruptive transformation. It is critical to use the journey as an opportunity to […]

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Truly understanding your customer

I have in the past written about value focused selling and selling technology, but this time I want to discuss the importance of truly understanding your customer. Sadly too many sales people don’t invest enough time in gaining a deep understanding of their (potential) customers. In order to truly sell to a customer you must understand what problems […]

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Innovating for good

This coming week I am fortunate enough to have been invited to attend the Social Innovation Summit West 2016, which is held here in Silicon Valley. The theme of this year’s summit is Business Innovation meets Social Transformation. Personally, I am a firm believer that the only way we can transform society is through innovation. Given my 30+ […]

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Venture Capital Fly Fishing

Earlier this summer we at Beringer Finance hosted a conference that took place at Iceland’s most beautiful fly fishing river, Norðurá. We had a number of entrepreneurs, investors, and venture capitalists attend this 3 day unique experience. Beside trying to catch the elusive Atlantic salmon, the participants used the time to discuss various aspects of the startup and venture […]

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You don’t know what you don’t know

My career got a lot more interesting when I stopped needing to be the expert and instead was willing to be confused, asking questions and openly eager to learn more. Reading the above status on Facebook from my friend David Weekly was a stark reminder of the most valuable lesson I learned during my ten years at […]

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Value focused selling

A couple of weeks ago I wrote about the importance of focusing on what technology delivers when selling technology solutions. The underlying reason for this is that you want to focus on the value that the solution delivers rather than what it comprises of. Focusing on value is key to any sale. It doesn’t matter if you are trying to […]

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Selling Technology

One of the most common mistakes salespeople in the technology industry do is to try to sell the customer the technology. This may sound like a paradox, but the truth is that the only way to sell someone technology is to sell them what that technology enables. In my last role at Microsoft, I would […]

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