Does someone who gets a call from one of your salespeople feel bombarded with sales pitches or that they are being helped? If you use the SPIN selling strategy, these feelings are more likely to result in a sale (see…
Salespeople know that great discovery is the foundation of any deal, and SPIN selling is the best way to do this. If a salesperson truly knows a buyer’s problem, they can win big, consultative sales. Neil Rackham first came up…
We think that B2B e-commerce sales will be worth $1.8 trillion in the next few years. By 2024, B2C e-commerce sales are expected to reach $600 billion. That’s three times as much as that. In 2012, I sold law services…
What does GDPR stand for? It’s named the General Data Protection Regulation (GDPR), and it’s meant to protect the personal data of everyone who lives or visits the European Union (EU). Replace the 1995 Data Protection Directive and any…
What Is The GDPR (General Data Protection Regulation)? GDPR (General Data Protection Regulation) is a well-known concept (the GDPR). Even if your organization is based outside the EU, you may not fully comprehend its ramifications. As the EU’s new…
Howden, the London-based re/insurance broker, announced the acquisition of Belgian insurance broker, Sarton & Associés. Financial terms of the deal were not disclosed. As Howden Belgium’s first acquisition, it reinforces the broker’s plans to expand its retail operations across Belgium…
Renaissance Insurance Group JSC, Russia’s largest online policy provider, set a price range for its initial public offering in Moscow that values the company at as much as 73.3 billion rubles ($1 billion). That’s the top end of the 120…
Digital MGA Getsafe disclosed $30 million in new financing led by new investor Swiss Re. The Heidelberg, Germany-based InsurTech said the money will help build its market dominance among millennials in its home country and beyond. Specifically, a push into…
India is considering a proposal for foreign investors to own as much as 20% in Life Insurance Corp., according to a person with knowledge of the matter, which would enable them to participate in the nation’s biggest initial public offering.…
U.S. insurer Chubb Ltd has agreed to buy health insurer Cigna Corp’s life, accident, and supplemental benefits businesses in Asia Pacific and Turkey for $5.75 billion in cash, both insurers said, marking the latest consolidation in Asia’s insurance sector. In…
