Skills for the Future of Insurance with Diane Hanlon
From IN-the-Know by The Institutes CPCU Society
February 11, 2026 · 25 min
About this episode
Diane Hanlon discusses her career in sales leadership and the evolving landscape of the insurance industry.
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…
People in this episode
Host: Chris Hampshire
Guest: Diane Hanlon
Topics covered
- sales leadership
- insurance industry careers
- business development
- client relationship management
- CPCU designation
- future technologies in insurance
- training and development
- international insurance education
Keywords
- B2B sales
- account management
- contract management
- insurance talent gaps
- successful salespeople characteristics
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