Emissary

FEBRUARY 1, 2022

P&C insurance deals, like many high-tech enterprise sales , can be difficult to predict. The insurance market is riddled with regulations, and companies tend to be risk averse. Ask Your Buyers, “How Do You Determine the Timeline for Closing a Deal?” . For example, insurance buyers can’t afford to take risks.

Insurance 52

Insurance Insurance Closing Decision Maker 52

Emissary

JANUARY 26, 2022

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.

Insurance 52

Insurance Insurance Webinar Metrics Strategy 52

Emissary

MARCH 2, 2022

For example, while many insurance firms are struggling to manage, integrate, and protect gigabytes of data, how well your solution aligns with their roadmap depends on past data initiatives, current tech stack, and risk tolerance. Every sales or marketing plan depends on your team’s knowledge about the prospect and the insurance industry.

Insurance 52

Insurance Insurance Account Face-to-face 52

Pipeliner

DECEMBER 10, 2020

Selling insurance can be challenging, and that’s true, whether you’re a new, inexperienced insurance agent or already a known professional in your field. That’s because people think insurance could cost a fortune, and it isn’t something that people often get to feel, hold, or even touch. Have a Story.

Insurance 52

Insurance Insurance Policies Referrals 52

Partners in Excellence

AUGUST 10, 2021

People like Hank Barnes , Scott Gillum , Ardath Albee , and Maureen Blandford are doing some great work in helping us rethink the question of “Who is our buyer?” ” In addition to helping us define our buyers in much richer terms, they are helping us think about how to incite them to buy. The post Who Is OUR Buyer?

Ideal Customer Profile 77

Ideal Customer Profile Buyer Demographics Retail 77

Sales and Marketing Management

JUNE 28, 2018

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 209

Buyer Guidelines Insurance Insurance 209

Pipeliner

NOVEMBER 24, 2022

From purchasing business and commercial auto insurance to preparing for unforeseen events to changing your tactics to meet the market needs, read on for tips to experience success. Protect Your Real Estate Business With Insurance. If you’re an agent in a major real estate business, your insurance may be included in your job agreement.

Real Estate 98

Real Estate Insurance Insurance Strategy 98

Women Sales Pros

DECEMBER 18, 2018

In my research for The Modern Seller, I uncovered some top trends that are influencing your buyers and their expectations of you. B2B buyers want to conduct their own research. Escalating Buyer Control B2B prospects and clients have access to ever increasing amounts of information.

Influencer 98

Influencer Buyer B2C Insurance 98

Understanding the Sales Force

SEPTEMBER 18, 2023

In my space, that is our buyer and signer. Back in the 1950’s, insurance executive Albert Gray said, “The only difference between sales winners and everyone else is that the winners do the things they don’t want to do.” However, working with them also lengthens the sales process.

Decision Maker 193

Decision Maker Insurance Insurance Call-back 193

Selling Essentials RapidLearning Center

NOVEMBER 11, 2020

Even an insurance policy is risky – if nothing bad happens, the premiums are money down the drain. For you, the salesperson, risks like these raise a question: What do I tell my buyer about them? Fortunately, there is, and a study on buyer behavior and risk disclosure reveals it. They’re not hiding anything,” buyers thought.

Buyer 59

Buyer Study Insurance Insurance 59

Sales and Marketing Management

JANUARY 8, 2018

According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process. If timeliness is important to buyers, it should be important to sellers as well. Without that trust, the bond breaks.

Sales Qualified Lead 257

Sales Qualified Lead B2B Leads Marketing Qualified Lead 257

Understanding the Sales Force

AUGUST 9, 2016

It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. Life insurance, where turnover can run as high as 90%, is a perfect example of this. Insurance industry executives say that it's perfectly normal. In the first paragraph I mentioned that I had a crazy case of poison ivy.

Hiring 120

Hiring Remedy Insurance Insurance 120

Pipeliner

SEPTEMBER 14, 2022

And real estate agents have the privilege of helping buyers find their perfect match and sellers realize their equity and prepare for settling into their next home. Even the kind of car you drive and how you take care of it with insurance coverage and regular maintenance can help build your brand. Give Home Buyers What They Want.

Real Estate 52

Real Estate Insurance Insurance Customer 52

Women Sales Pros

JANUARY 7, 2019

In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy. She works with insurance organizations and professional services firms to improve sales results and build future sales leaders. This post digs into four more influencers for modern sellers to be aware of with our prospects and clients.

Influencer 70

Influencer Buyer Hiring Automotive 70

Partners in Excellence

MARCH 4, 2024

My father sold insurance. For whatever reason I see it as a bit of a personal mission to give buyers a great buying experience. He went on to senior positions at Cognizant, CSC/DXC Technologies, Telus International. He’s now Managing Director of Data and AI at Accenture. Here’s Pete’s story.

Conference 73

Conference Insurance Insurance Construction 73

Jeff Shore

OCTOBER 9, 2018

Scenario #1: You sell life insurance. You are having a conversation with a friend in a social setting, and the talk turns to your friend’s insurance coverage. He says to you, “I would switch our policy over to you and your company, but my wife picked our life insurance and she likes the agent we are using now.”. A sales trainer.

Insurance 104

Insurance Insurance Customer Policies 104

Vendor Neutral

NOVEMBER 1, 2023

Sales Tech and Innovation Hub Sales Execution Success in Regulated Markets REGISTER NOW Let’s Talk Sales Execution, Buyer Relevant Content, the Risk and Reward “Forrester Research has found that 89% of B2B buyers say receiving relevant content at each buying stage is important or very important.”

Scale 52

Scale Marketing Health Care Analytics 52

The Pipeline

SEPTEMBER 18, 2018

Don’t take my word, here are some eye-opening insights from TrustRadius’ 2017 The B2B Buying Disconnect: Vendors focus on providing material that buyers don’t find very useful or trustworthy. Vendors overemphasize selection criteria that aren’t important to buyers. Silence Sucks.

Vendor 255

Vendor Discount Insurance Insurance 255

Gong.io

DECEMBER 19, 2019

Buyers’ objections can throw salespeople off their game. Car insurance? Health insurance? Home insurance? One type of insurance you don’t have — and the one that’s most critical for salespeople — is deal insurance. As it turns out, deal insurance is right at your fingertips. Objections are tough.

Data 122

Data Insurance Insurance Cold Calling 122

MTD Sales Training

MAY 3, 2017

For instance, people don’t buy insurance; they buy the peace of mind insurance will give them. For parents—the buyers—the dolls help engage their daughters in a conversation about the generations of women that came before them— about their struggles, their strength, their values and traditions.

Customer 133

Customer Insurance Insurance Travel 133

A Sales Guy

MAY 3, 2020

” your prospect or buyer does what they do? Provoking Questions: Provoking questions challenge your buyer to consider outcomes, impacts, issues, and risks they may not have considered. ” Buyers often look at the immediate impacts, and can often miss secondary or tertiary negative impacts. How are they executing?

Insurance 128

Insurance Insurance Buyer Positioning 128

DiscoverOrg Sales

DECEMBER 18, 2018

Insurance. We documented initiatives related to payroll, ERP systems, data storage, continuous delivery, natural language processing, security, expense tracking … Amazon has something for everyone, as a buyer and as a seller. For sellers, context is everything. Top 10 Most-Prospected-to Industries of 2018. FinancialServices.

Company 156

Company Prospecting Oracle Transportation 156

Hubspot Sales

APRIL 29, 2020

Insurance Providers. Insurance is a good example of a sales orientation business because policies aren't created based on consumer needs, but on providing the best coverage compared to competitors. Additionally, depending on the type of insurance, this is a product that consumers don't typically seek out.

Examples 85

Examples Insurance Insurance Retail 85

The Pipeline

MARCH 3, 2016

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

Insurance Insurance Margin Policies 120

Zoominfo

OCTOBER 28, 2020

Pet insurance provider Petplan partners with The Dodo, a media brand that focuses on animals, to offer coverage via a new app. While these additions may appeal to new buyers, their larger target is existing customers from which to generate further revenue. Slack creates branded sneakers with footwear company Cole Haan.

Loyalty 178

Loyalty Hubspot Hotels ROI 178

Anthony Cole Training

OCTOBER 20, 2014

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. If you can coach your people to only present to qualified buyers 100% of the time, you will close more business, more quickly at higher margins. Guaranteed!

Insurance 168

Insurance Insurance Margin Hiring 168

criteria for success

DECEMBER 1, 2021

Consider both the company and the individual buyer within a company. Will those differences interest a different type of buyer? Use Buyer Personas. As you work toward better targeting, take the time to develop rich buyer personas for your ideal clients. Where will you find these buyers at conferences and trade shows?

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98

Zoominfo

DECEMBER 16, 2020

ZoomInfo analyzed data on its platform that measured buyer intent signals for the topics of COVID-19 screening, COVID-19 testing, and COVID-19 reopening strategies. Figure 1 : Interest rose in COVID-19 topics from September through November 2020. Testing expenses can dent business budgets.

Intent Signal 162

Intent Signal Face-to-face Buyer Intent Insurance 162

Anthony Cole Training

OCTOBER 20, 2014

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. If you can coach your people to only present to qualified buyers 100% of the time, you will close more business, more quickly at higher margins. Guaranteed!

Hiring 201

Hiring Insurance Insurance Margin 201

Hubspot Sales

NOVEMBER 29, 2021

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. Non-Bank and Insurance): 20.13%. Insurance (General): 1.43%.

Margin 103

Margin Chemicals Real Estate Strategy 103

Anthony Cole Training

FEBRUARY 21, 2013

In 1987, when I entered the life insurance business with David Zimmerman at National Life of Vermont, I learned that selling life insurance was truly "selling" and my experience with Nautilus had been merely "order-taking". What else are you besides a banker, an accountant, and insurance agent? in Dallas, Texas.

Insurance 211

Insurance Insurance Hiring Sales Qualified Lead 211

Highspot

SEPTEMBER 15, 2020

This means that having the right information and content at the right time, and enabling our sellers to have the relevant buyer messaging is key to our success. ” Shift Technology has a global sales organization, serving the world’s leading insurers across the US, EMEA, LATAM, and APAC. About Highspot.

Insurance 52

Insurance Insurance Analytics Microsoft 52

Hubspot Sales

OCTOBER 19, 2017

Insurance sales agents - $49,990. In these jobs, salespeople connect buyers and sellers in financial markets. 5) Insurance sales agents - $49,990. Insurance salespeople sell -- you guessed it -- one or more types of insurance. They must also be licensed to sell insurance in the states where they work.

Insurance 90

Insurance Insurance Salary Advertising 90

InsideSales.com

JUNE 30, 2021

EXL serves customers in multiple industries including insurance, healthcare, banking and financial services, utilities, travel, transportation and logistics, media and retail, among others. With Playbooks from XANT, sales professionals increase productivity, optimize customer interactions, and connect to the right buyers.

Sage 81

Sage Transportation Lead Qualification Lead Rank 81

Hubspot Sales

AUGUST 2, 2023

Prompt : I'm a B2B sales rep for an insurance broker trying to convince HR reps to purchase corporate health insurance from me. Prompt : What key questions can I pose to potential buyers in order to identify their pain points and priorities, and determine whether they qualify as sales leads for my product?

How To 78

How To Insurance Insurance Travel 78

The Pipeline

NOVEMBER 6, 2017

Couple this with buyers’ reluctance to engage with another smiling beige vanilla seller, more focused on making a friend than a difference to their business, and you have a situation where being confident, assertive and laser focused on delivering impacts, not product, gives you the opportunity to rise above.

Call-back 194

Call-back Insurance Insurance Buying Cycle 194

Sales Hacker

JUNE 13, 2023

Make your sales process about buyer decisions, not arbitrary stages Every time I start working with a new sales team, I ask the same question: What decisions does a customer have to make to buy from you? There’s nothing wrong with stages, per se, but we should adapt them to the buyer, not the other way around. Here’s how.

Sales Process 87

Sales Process Hiring Ideal Customer Profile Call-back 87