Diane Hanlon serves as Head of Sales and Market Development at The Institutes. With more than 23 years of experience in Fortune 500 B2B sales, account management, and contract management, Diane brings deep expertise in business development and client relationship management. Before joining The Institutes, she held senior sales leadership roles at On Call International, a Tokio Marine HCC company, and Enterprise Holdings. In this episode of In the Know, Chris Hampshire and Diane discuss sales leadership and insurance industry careers, the latest initiatives at The Institutes, and the value of the CPCU designation journey in her career.
Key Takeaways
● Diane did not take the traditional risk management path.
● The most appealing aspects of the insurance industry.
● Benefits of consulting within the sales sector.
● Characteristics of successful salespeople.
● Protocols for retaining B-to-B sales arena opportunities.
● Questions to ask yourself before moving into the sales sector.
● Addressing industry talent gaps.
● Adapting to future technologies in the insurance industry.
● The evolution of training and development.
● The future of international insurance education and career path development.
● Diane's experience with international insurance interconnectivity.
● Advice to anyone who is considering a career in insurance.
● The 'addictive' journey of earning a CPCU designation.
● A five-year look at the future of the insurance industry.
● Diane's fulfilling advice to her early career self.
In the Know podcast theme music written and performed by James Jones, CPCU, and Kole Shuda of the band If-Then.
To learn more about the CPCU Society, its membership, and educational offerings, tools, and programs, please visit CPCUSociety.org.
Follow the CPCU Society on social media:
X (Twitter): @CPCUSociety
Facebook: @CPCUSociety
LinkedIn: @The Institutes CPCU Society
Instagram: @the_cpcu_society
Quotes
● "There are so many transferable skills that can be used in the insurance industry."
● "Building relationships is the key to the successes you're going to have."
● "The skills that someone needs today are going to look different in the coming years, and people need to be adaptable."
● "We work with all verticals to ensure they have what they need to be better at what they do."
