After conducting a sales and marketing audit, Acordia (an insurance brokerage in Phoenix, Arizona) changed its internal business practices. The audit found out that it took 240 days for completing a sales activity: 180 days to locate a prospective customer, six weeks for underwriting, and two weeks for proposal development. As a result of the audit, information on prospective customers was stored in a database which allowed the sales representative to contact the decision-makers 240 days prior ...

BPIR Categories

1.3.3 Review customer relationship approach
4.2.1 Manage sales & sell products & services
4.2.2 Negotiate terms

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