Client Relationship Management

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28 May: Break Through the Five Barriers to Insurance Brokerage Success with Enterprise Relationship Management

The climate within the insurance brokerage business is undergoing a significant transformation. And those who don’t evolve risk being left behind. Experts predict that brokers at the forefront of technology will have the greatest success, and I am inclined to agree.

Read on to learn more about today’s top five barriers between insurance brokerages and success in this shifting marketplace. And find out how a new wave of innovative technology, enterprise relationship management (ERM), can help your firm break through.

1. Speed of technological change, digital disruption

Machine learning and artificial intelligence, once science fiction, are now today’s in-demand…

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18 Jan: How to Use CRM to Increase Upselling and Cross-Selling Opportunities

When it comes to growing revenues, the data all points toward cultivating active client relationships:

It’s 68% more expensive to earn $1 from a new customer than from an existing customer (forEntrepreneurs) 70-95% of sales comes from upsold or cross-sold revenue (forEntrepreneurs) The probability of selling to an existing customer is 200-1,400% higher than selling to a new prospect (Groove)

The data speaks for itself, but how can firms identify those cross-selling and upselling opportunities that should be low hanging fruit? Which clients have the greatest potential to expand their serviceable needs and how can sales and business development accelerate…