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Develop a Land and Expand Sales Strategy for Your IT Solution with P&C Insurers

Emissary

P&C Insurers have recognized the need for sophisticated, highly integrated technology to meet consumer demands and grow revenue. According to Accenture research, 80% of insurance executives surveyed acknowledge their business and technology strategies are becoming inseparable. Find the Pain Points Buyers’ Truly Care About.

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3 Keys to Effective Sales Teams in the Age of the Informed Buyer

Sales and Marketing Management

Even in the B2B space, 74 percent of buyers report doing more than half of their research this way. The key issue may be ease of data analysis from the company perspective, but for these customers, maintaining Health Insurance Portability and Accountability Act compliance or student-grade privacy guidelines is critical.

Buyer 191
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6 Ways to Beat Lower-Priced Competitors

No More Cold Calling

Example: Amazon, unlike traditional brick-and-mortar bookstores, offers buyers the ability to quickly choose from a huge inventory. Example: IBM sales reps in large accounts often act as general IT consultants and informal members of the customer’s IT staff—helping to guide overall IT strategy and acting as a purchasing liaison to IBM.

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Be Your Own Detective in Major Account Pursuits

Pipeliner

As is true of so much in selling, it’s all about pain – the driving force in causing prospects to act. Challenges like long sales cycles, wide buyer networks and the significant investments required in enterprise pursuits all create problems not encountered with smaller accounts. But what about us as salespeople?

Account 98
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Leveraging the Inverse Relationship Between Price and Risk

The Pipeline

I was reading a piece recently where the author was making the case for a specific buyer behaviour. If you want to see this in action just stand by any car rental counter and watch them buy unnecessary amounts of insurance, all with the goal of being covered for all risk. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Insurance 120
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The Importance of Trust: 3 Steps to Build a Culture of Trust-Based Selling in Your Team

Sales Hacker

Unfortunately, any engagement where a buyer feels they are being sold to results in a feeling of distrust due to a misalignment of objectives. The buyer’s goal is to deliver business outcomes that boost revenue, improve customer experience , or drive down costs. Why didn’t you act on it? Your goal is to make money.

Insurance 100
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How to Increase Profit Margin: 5 Strategies for Any Business

Hubspot Sales

And if you want to pin down one that will work best for you, you'll need to conduct extensive market research, conduct competitive benchmarking, thoughtfully shape and understand your buyer personas, and be prepared to ride out the tides of trial and error. Ask for your customers' feedback and act on it. Insurance (General): 1.43%.

Margin 101