Recently I completed an inbound sales course offered by HubSpot for agency partners called Pipeline Generation Bootcamp. If you haven’t heard of HubSpot, they are one of the top marketing automation software companies. We became a HubSpot agency partner just over a year ago, and in that time I have taken two live classes. Their live training is one of the many great benefits of being a HubSpot Agency Partner.
In general, organizations that still use a legacy sales approach are struggling to compete.
Selling into the insurance industry has become increasingly difficult. Using a disruptive legacy sales approach magnifies the difficulty.
Many solution providers make the buying experience an unpleasant one. Their approach to engaging with an interested buyer is to tell them everything about their product or service, without fully understanding what the insurer needs. This is an outdated legacy sales approach that goes back to the days when you needed to contact a salesperson to receive any information on a company and their offerings.