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Pick the right sales strategy to sell to insurers : ACORD-LOMA tech exhibitors exemplifiy three go-to-market approaches

Recurso electrónico / electronic resource
MARC record
Tag12Value
LDR  00000cam a22000004b 4500
001  MAP20090101517
003  MAP
005  20191202112007.0
008  091130s2009 usa|||| ||| ||spa d
040  ‎$a‎MAP‎$b‎spa‎$d‎MAP
084  ‎$a‎217
24500‎$a‎Pick the right sales strategy to sell to insurers ‎$b‎ : ACORD-LOMA tech exhibitors exemplifiy three go-to-market approaches‎$c‎by Ellen Carney... [et al.]
260  ‎$a‎Cambridge‎$b‎Forrester Research‎$c‎2009
4900 ‎$a‎For Technology sales enablement professionales
520  ‎$a‎When sales teams can tie their offerings to customers business outcomes, deals move forward. Goto-market planners target vertical industries like financial services to articulate that value connection within a group of like-minded buyers and boost sales. A vendors ability to execute its insurance industry strategic plan is based on its ability to select and scale to the right go-to-market model. Forrester has observed three distinctly different vertical selling patterns that are each well suited for different situations and desired relationship levels with insurance companies. Conversations with insurance chief information officers (CIOs) and a visit to this years ACORD/LOMA insurance conference reinforce these distinctive approaches. Firms like IBM, Oracle, and Microsoft offer clear examples of repeatable models that can be leveraged to expand wallet share, improve loyalty, and increase margins
650 1‎$0‎MAPA20080586294‎$a‎Mercado de seguros
650 1‎$0‎MAPA20080590567‎$a‎Empresas de seguros
650 1‎$0‎MAPA20080606091‎$a‎Estrategia empresarial
650 1‎$0‎MAPA20080593483‎$a‎Servicio al cliente
650 1‎$0‎MAPA20080594602‎$a‎Análisis de mercados
650 1‎$0‎MAPA20080617400‎$a‎Investigación de mercados
650 1‎$0‎MAPA20080602406‎$a‎Marketing estratégico
650 1‎$0‎MAPA20080612337‎$a‎Redes de comunicaciones
650 1‎$0‎MAPA20080631925‎$a‎Nuevas tecnologías de la información
650  ‎$0‎MAPA20190001328‎$a‎Márketing de la empresa de seguros
7001 ‎$0‎MAPA20080064693‎$a‎Carney, Ellen
7102 ‎$0‎MAPA20080436582‎$a‎Forrester
830 0‎$0‎MAPA20090041578‎$a‎For technology sales enablement professionals