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

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<rdf:Description>
<dc:creator>Carney, Ellen</dc:creator>
<dc:creator>Forrester</dc:creator>
<dc:date>2009</dc:date>
<dc:description xml:lang="es">Sumario: 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</dc:description>
<dc:identifier>https://documentacion.fundacionmapfre.org/documentacion/publico/es/bib/116674.do</dc:identifier>
<dc:language>spa</dc:language>
<dc:publisher>Forrester Research</dc:publisher>
<dc:rights xml:lang="es">InC - http://rightsstatements.org/vocab/InC/1.0/</dc:rights>
<dc:subject xml:lang="es">Mercado de seguros</dc:subject>
<dc:subject xml:lang="es">Empresas de seguros</dc:subject>
<dc:subject xml:lang="es">Estrategia empresarial</dc:subject>
<dc:subject xml:lang="es">Servicio al cliente</dc:subject>
<dc:subject xml:lang="es">Análisis de mercados</dc:subject>
<dc:subject xml:lang="es">Investigación de mercados</dc:subject>
<dc:subject xml:lang="es">Marketing estratégico</dc:subject>
<dc:subject xml:lang="es">Redes de comunicaciones</dc:subject>
<dc:subject xml:lang="es">Nuevas tecnologías de la información</dc:subject>
<dc:subject xml:lang="es">Márketing de la empresa de seguros</dc:subject>
<dc:type xml:lang="es">Libros</dc:type>
<dc:title xml:lang="es">Pick the right sales strategy to sell to insurers  : ACORD-LOMA tech exhibitors exemplifiy three go-to-market approaches</dc:title>
<dc:relation xml:lang="es">For technology sales enablement professionals</dc:relation>
</rdf:Description>
</rdf:RDF>