Jeff Leston

Enigma
DISC Type : cid

Special Advisor at Yugen Partners

Edwardsville, Illinois, United States

Overview

Jeff Leston is the President and Founder of Castlestone Advisors, where he pioneers the use of financial services technology to combat healthcare fraud. An MBA graduate from the University of Pittsburgh, he developed the first AI-based fraud detection system for health insurance in the 1990s and has advised the U. S. Congress on anti-fraud technologies.

Outside of his professional life, Jeffs passions include music and ice hockey. He enjoys following technology investments and has a personal goal to one day teach 8th-grade algebra to show students its real-world applications. He is also an avid Pittsburgh Penguins fan and hopes to attend a Stanley Cup Finals game.

He was inspired to start Castlestone after uncovering significant fraud within a co-op where he lived in New York.

Personality Overview

Friendly Yet Blunt

Hard To Convince

Fast Follower

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Healthcare Fraud Prevention
He has dedicated his career to fighting healthcare fraud, developing pattern-recognition technology and advising Congress on the matter, including contributing to the HR 6690 bill.
Financial Technology
He specializes in adapting financial technologies, like those used for credit card fraud, to solve complex problems within the healthcare payment and claims processing systems.
Identity Protection
A core part of his work involves creating solutions to protect patient identities and prevent theft within healthcare programs, which he frequently discusses in posts and interviews.

Media Appearances

Jeff has no verified media appearances

Work History

1-2019
Special Advisor at Yugen Partners
2004
President at Castlestone Advisors LLC
2000 - 2002
Vp Business Development at InfoMedics
1991 - 1992
Vice President at Punk, Ziegel & Company
1988 - 1989
Senior Manager at Ernst & Young

Education

Education details unavailable from Bower Hill School
MBA from University of Pittsburgh Joseph M. Katz Graduate School of Business

More Information

Social Presence :

Prographics :

Exp : 40 Location : Edwardsville, Illinois, United States Job Level : N/A Designation : Special Advisor at Yugen Partners
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Insights For Selling To Jeff

During A Call Or A Meeting

DO's

  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jeff is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Jeff

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Jeff move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Jeff take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Jeff

Personality Compatibility


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