Búsqueda

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

<?xml version="1.0" encoding="UTF-8"?><modsCollection xmlns="http://www.loc.gov/mods/v3" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:schemaLocation="http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-8.xsd">
<mods version="3.8">
<titleInfo>
<title>Pick the right sales strategy to sell to insurers</title>
<subTitle> : ACORD-LOMA tech exhibitors exemplifiy three go-to-market approaches</subTitle>
</titleInfo>
<name type="personal" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080064693">
<namePart>Carney, Ellen</namePart>
<nameIdentifier>MAPA20080064693</nameIdentifier>
</name>
<name type="corporate" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080436582">
<namePart>Forrester</namePart>
<nameIdentifier>MAPA20080436582</nameIdentifier>
</name>
<typeOfResource>text</typeOfResource>
<originInfo>
<place>
<placeTerm type="code" authority="marccountry">usa</placeTerm>
</place>
<issuance>monographic</issuance>
<place>
<placeTerm type="text">Cambridge</placeTerm>
</place>
<publisher>Forrester Research</publisher>
<dateIssued>2009</dateIssued>
</originInfo>
<language>
<languageTerm type="code" authority="iso639-2b">spa</languageTerm>
</language>
<physicalDescription>
<form authority="marcform">print</form>
</physicalDescription>
<abstract displayLabel="Summary">When 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</abstract>
<note type="statement of responsibility">by Ellen Carney... [et al.]</note>
<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080586294">
<topic>Mercado de seguros</topic>
</subject>
<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080590567">
<topic>Empresas de seguros</topic>
</subject>
<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080606091">
<topic>Estrategia empresarial</topic>
</subject>
<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080593483">
<topic>Servicio al cliente</topic>
</subject>
<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080594602">
<topic>Análisis de mercados</topic>
</subject>
<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080617400">
<topic>Investigación de mercados</topic>
</subject>
<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080602406">
<topic>Marketing estratégico</topic>
</subject>
<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080612337">
<topic>Redes de comunicaciones</topic>
</subject>
<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080631925">
<topic>Nuevas tecnologías de la información</topic>
</subject>
<subject xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20190001328">
<topic>Márketing de la empresa de seguros</topic>
</subject>
<classification authority="">217</classification>
<relatedItem type="series">
<titleInfo>
<title>For Technology sales enablement professionales</title>
</titleInfo>
</relatedItem>
<relatedItem type="series" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20090041578">
<titleInfo>
<title>For technology sales enablement professionals</title>
</titleInfo>
</relatedItem>
<recordInfo>
<recordContentSource authority="marcorg">MAP</recordContentSource>
<recordCreationDate encoding="marc">091130</recordCreationDate>
<recordChangeDate encoding="iso8601">20191202112007.0</recordChangeDate>
<recordIdentifier source="MAP">MAP20090101517</recordIdentifier>
<languageOfCataloging>
<languageTerm type="code" authority="iso639-2b">spa</languageTerm>
</languageOfCataloging>
</recordInfo>
</mods>
</modsCollection>