Channels Company Insurance Sales Management 
Miller Heiman Group
OCTOBER 24, 2019
Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. Use Sales Training to Differentiate in a Crowded Market. Ask Questions to Build Better Relationships.
Understanding the Sales Force
SEPTEMBER 18, 2023
Freddy was excited to talk about his recent success and I have changed his name and company names to protect his identity. 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.”
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Allego
DECEMBER 13, 2023
Sales enablement conferences and other events offer the ideal opportunity for you to build your career skills, learn about new technologies, and hear about new approaches to sales enablement. You can also learn how other companies are solving the problems you may be struggling with. Then there’s the networking.
Sales Hacker
APRIL 1, 2021
Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them. As they move further down your sales funnel and process, these preferences grow.
No More Cold Calling
JANUARY 27, 2015
Then there’s the real junk—offers for burial insurance, introductions to Russian beauties, discounts on Viagra, and other nonsense. Companies send mass marketing messages without any idea who the recipients are or what they want. It’s not only stupid; it’s a waste of sales time.
Crunchbase
JUNE 24, 2020
In the business world, we’ve seen highs and lows as companies grapple with economic whiplash, and startup funding seems to be riding the same wave of uncertainty. . Most of the data is collected through your phone, and they’re able to provide mental health care that’s covered by your health insurance at no extra cost to you.
Pipeliner
OCTOBER 16, 2020
Not always, though, as organizations that divert their sales teams after contract signing struggle mightily with even this fundamental channel, which covers the extension or renewal of a current engagement and its potential expansion into other departments. The next channel is Partnerships and Alliances. Think about it.
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