Pick the right sales strategy to sell to insurers : ACORD-LOMA tech exhibitors exemplifiy three go-to-market approaches
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| Tag | 1 | 2 | Valor |
|---|---|---|---|
| LDR | 00000cam a22000004b 4500 | ||
| 001 | MAP20090101517 | ||
| 003 | MAP | ||
| 005 | 20191202112007.0 | ||
| 008 | 091130s2009 usa|||| ||| ||spa d | ||
| 040 | $aMAP$bspa$dMAP | ||
| 084 | $a217 | ||
| 245 | 0 | 0 | $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 | ||
| 490 | 0 | $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 | ||
| 700 | 1 | $0MAPA20080064693$aCarney, Ellen | |
| 710 | 2 | $0MAPA20080436582$aForrester | |
| 830 | 0 | $0MAPA20090041578$aFor technology sales enablement professionals |