Browse Hoeg, Gregory J.

1-19 out of 19 article(s)

Title	Type	Date	Words
Rolling with the punches: a changing financial environment should prompt reconsideration of sales and marketing plans.		Apr 1, 2009	538
Data is first step in strategy plans: understanding the forces driving the life/health market can make all the difference in sales.		Jan 1, 2009	508
The need for speed: adopting a speed-to-market approach can help companies respond to demands for new products at a reduced cost.		Dec 1, 2007	499
Choosing wisely: insurers should target only the segments that they can truly serve well.		Jan 1, 2007	727
Taken for granted: insurers shouldn't discount the critical role that customer service plays in sales.		May 1, 2005	706
Chicken or egg? Deciding what the core business driver of a company is helps in choosing between a focus on sales or investments in order to be more successful.		Dec 1, 2004	690
Measure twice, cut once: cutting salespeople may save money today, but cost insurers much more tomorrow.		Aug 1, 2004	773
Measuring success: to effectively manage sales, insurers first must be able to measure their success.		Apr 1, 2004	715
Getting noticed: even with strict regulations and a lack of variety in products, insurers must find ways to differentiate themselves from competitors.		Dec 1, 2003	744
Visionary sales: sales managers must be able to lead their staffs toward fulfilling the company's vision. (Selling Insight).		Aug 1, 2003	731
Blinded by the might: companies shouldn't get caught up in the bells and whistles of technology so much that they lose sight of basic sales and marketing functions. (Life/Heath: Selling Insight).		Apr 1, 2003	733
Less is more: The key to getting value from customer data is to keep both the data and the analysis simple. (Selling Insight: Life/Health).		Dec 1, 2002	676
Trying too hard: insurers are spending time and money developing complex internet sales strategies, when what's really needed is a simpler approach. (Life/Health: Selling Insight).	Brief Article	Aug 1, 2002	664
Data decisions: How much insurers value control of customer data will determine how they deal with account aggregation. (Life/Health).	Brief Article	Apr 1, 2002	693
Getting Together to Offer More Insurers need to partner with other financial institutions to provide clients with the customized financial services they want. (Life/Health).	Brief Article	Dec 1, 2001	718
Leveraging the Law.	Brief Article	Aug 1, 2001	746
The Key to Customization.	Brief Article	May 1, 2001	736
E-Business Follow-Through.	Brief Article	Dec 1, 2000	716
Selling the Company.	Brief Article	Mar 1, 2000	805