by Altvia
Preferred Return is your opportunity to learn from the brightest minds in both private capital markets alternative investments. Gain their insights, understand trends as they see them, and learn how they’re gaining an edge in the market. Each episode is packed and punchy to make sure you’re getting that preferred return. 656581
Language
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Publishing Since
2/16/2021
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May 26, 2025
CEO Cait Brumme of MassChallenge discusses how social capital and supportive networks propel startup success, revealing how strategic relationships help founders navigate challenges in this interview.
May 5, 2025
<p>In this episode of Preferred Return, we sit down with <a href="https://www.linkedin.com/in/craigwortmann/" target="_blank" rel="ugc noopener noreferrer">Craig Wortmann</a>, Founder of <a href="http://www.salesengine.com" target="_blank" rel="ugc noopener noreferrer">Sales Engine</a>, to discuss the habits, systems, and mindsets that define standout salespeople. </p><p><br></p><p>Drawing on three decades of experience as a founder, educator, and investor, Craig shares how deliberate practice, discipline, and relationship-building drive success in high-stakes conversations like fundraising and enterprise sales. He also opens up about a personal chapter—losing his leg to cancer—and how it reshaped his understanding of resilience, performance, and what it means to bounce back better.</p><p><br></p><p><strong>In this episode, you’ll learn:</strong></p><ul><li><strong>How to Win the Room: </strong>Craig walks through the subtle disciplines—from meeting prep to handwritten notes—that make your meeting the one people remember.</li><li><strong>The Mindset That Moves Deals: </strong>You’ll learn why sales isn’t about persuasion—it’s about helping people make progress in their lives.</li><li><strong>What Elite Practice Really Looks Like: </strong>Learn the five elements of deliberate practice and why most people never actually improve.</li></ul><p><br></p><p><strong>Things to listen for:</strong></p><p>(00:00) Introduction to Craig Wortmann</p><p>(02:23) Wearing three hats: Sales Engine, Kellogg, and venture partner</p><p>(09:20) Self-disqualifying: Why cultural fit matters in sales</p><p>(16:02) How to stand out in a sea of 35 weekly meetings</p><p>(24:23) Asking better questions: Start the conversation, not a pitch</p><p>(32:55) The power of a handwritten thank-you note in sales</p><p>(36:58) Hiring for growth: Why coachability beats experience</p><p>(45:11) Deliberate practice: What separates good from great</p><p>(49:12) Lifequake to learning: Craig’s cancer and resilience journey</p><p>(53:44) The Bounce Back Better framework for adversity</p><p>(59:08) Master Course Academy and why teaching is still learning</p><p><br></p><p><strong>Resources:</strong></p><ul><li><p>More from Altvia: <a href="https://altvia.com/" target="_blank" rel="ugc noopener noreferrer">https://altvia.com/</a><br></p><p><strong>Connect with Craig Wortmann</strong>💡 LInkedIn: <a href="https://www.linkedin.com/in/craigwortmann/" target="_blank" rel="ugc noopener noreferrer">https://www.linkedin.com/in/craigwortmann/</a> </p><p><br></p><p><strong>If you're interested in learning more about the services at Sales Engine, please visit their website at </strong><a href="http://www.salesengine.com/" target="_blank" rel="noopener noreferrer">www.salesengine.com</a><strong>.</strong></p></li></ul>
April 14, 2025
<p>In this episode of Preferred Return, we’re joined by <a href="https://www.linkedin.com/in/lauren-schirle/" target="_blank" rel="ugc noopener noreferrer">Lauren Schirle</a>, Senior Manager - Strategic Initiatives at <a href="https://viridisfs.com/" target="_blank" rel="ugc noopener noreferrer">VIRIDIS Fund Solutions</a>, where she reveals how to maximize the true potential of data.</p><p><br></p><p>With a career that bridges the worlds of archival sciences, technology, and finance, Lauren explains how organizing and presenting data is essential for both business decision-making and making historical stories accessible. She talks about her journey from working with archival data to helping companies manage financial information better, showing how well-structured data can tell powerful stories.</p><p><br></p><p>In this episode, you’ll learn:</p><ul><li><strong>How to Turn Raw Data Into Actionable Insights: </strong>Lauren explains the key steps for organizing data, allowing businesses to make informed decisions.</li><li><strong>Why Data Quality Matters More Than You Think: </strong>Learn why accurate and clean data is essential for generating reliable analytics.</li><li><strong>The Critical Skills You Need to Maximize Data Access: </strong>Teaching people to ask the right questions can empower teams to use data more effectively.</li></ul><p><br></p><p><strong>Things to listen for:</strong></p><p>(00:00) Introduction to Lauren Schirle</p><p>(02:33) From history and economics to managing $30 billion</p><p>(05:16) Data as storytelling: Making historical information accessible</p><p>(06:49) Building systems for accessible data in business contexts</p><p>(12:50) Information literacy: Asking better questions in business</p><p>(17:12) User interaction as a series of questions</p><p>(18:45) Lessons from operational roles and historical data work</p><p>(37:16) The evolving role of information literacy across industries</p><p>(48:20) Advice for GPs: Ensuring data quality and understanding data tools</p><p>(52:57) Trends in portal technology and future directions</p><p>(55:27) Personal growth through questioning and diverse perspectives</p><p><br></p><p><strong>Resources:</strong></p><ul><li><p>More from Altvia: <a href="https://altvia.com/" target="_blank" rel="ugc noopener noreferrer">https://altvia.com/<br></a><br><strong>Connect with Lauren Schirle</strong>💡 LINKEDIN: <a href="https://www.linkedin.com/in/lauren-schirle/" target="_blank" rel="ugc noopener noreferrer">https://www.linkedin.com/in/lauren-schirle/</a> </p></li></ul>
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Cait Brumme
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Preferred Return is your opportunity to learn from the brightest minds in both private capital markets alternative investments.
Gain their insights, understand trends as they see them, and learn how they’re gaining an edge in the market.
Each episode is packed and punchy to make sure you’re getting that preferred return.
656581
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