Canadian Underwriter

Keyword
sales

Feature Brokers

Pitch to Win

October 5, 2019 Adam Malik, Managing Editor

In the competitive world of insurance sales, you only have one chance to hit a home run. How do  you knock your business pitch out of the park?

News BrokersInsuranceProfessional Development

How brokers can overcome barriers to cross-selling

August 9, 2019 by Jason Contant

What are some of the biggest barriers facing brokers looking to cross-sell? Access to market, high rates and underwriting practices (such as asking 30-40 questions on a renter’s policy) are the main culprits, said Jeff Roy, president and CEO of

News Insurance

How sales commissions can result in disputes over vacation pay

April 24, 2019 by Greg Meckbach

If you employ commissioned sales people, how are you calculating their vacation pay? Calculating employees’ vacation pay can be an issue for any company whose sales staff earn both a base salary and commission, Toronto employment lawyer Andrew Monkhouse, managing

News Professional Development

Why likeability is not the most important selling point

March 25, 2019 by Jason Contant

Are you worried that you won’t be able to get the sale if your client doesn’t like you? No need to worry! A recent analysis of 450,000 salespeople found that among elite salespeople – those in the 95-100 percentile –

News Professional Development

How to onboard your new sales managers

March 18, 2019 by Jason Contant

Proper manager onboarding and development can have high payback for any sales force, noted the blog Why New Sales Managers Need More Training, published late last week in Harvard Business Review. Onboarding is the process of integrating a newly hired

News BrokersInsurance

Boost your sales: What science is telling you about your buyers

July 24, 2018 by David Gambrill

Want to improve your sales? Stop focusing on your technique as a salesperson and start relying on scientific studies of what the buyer is thinking, Steven MacDonald advises in a blog written for SuperOffice. “Science-based selling uses scientific research to

News InsuranceMarkets / CoveragesProfessional DevelopmentTechnology

Digital and app users not waiting around, quick to bail on non-responsive service: Australia research

August 2, 2017 by Canadian Underwriter

A huge divide exists between consumer expectations of their digital service experience and what is being delivered, with three-quarters of recently polled consumers in Australia reporting they will stop trying a digital app or service within a minute if it

News InsuranceMarkets / CoveragesMergers and AqcuisitionsTechnology

TechCanary makes available enhanced insurance platform for Canadian market

July 26, 2017 by Canadian Underwriter

U.S.-based TechCanary has enhanced its insurance platform for the Canadian market to allow brokers and insurers access to additional Canada-specific capabilities around p&c lines of business meant to help them to deliver more responsive and predictive offerings to customers. TechCanary

News InsuranceLegislation / RegulationMarkets / CoveragesTechnology

Half of surveyed CEOs plan to adopt cognitive computing by 2019: IBM study

July 11, 2017 by Canadian Underwriter

Half of surveyed chief executive officers across the globe plan to adopt cognitive computing by 2019, according to a recent study conducted by the IBM Institute for Business Value (IBM IBV). The study, titled Accelerating enterprise reinvention: how to build