Fortune 500 Health Insurance Provider

Problem: The regional office for one of the country’s largest insurance providers had recently partnered with another organization to provide employee health insurance to a specific industry segment. However, after a year, the program had met with limited success and DSR Healthcare Consulting was hired to review the approach and develop a more successful sales presentation.

Action: Working with the sales and marketing team, we developed a more focused account targeting approach and then conducted research among target accounts to better understand the decision-making process and competitive weaknesses. We then developed a better pre-call planning guide and totally new sales presentation with stronger strategic focus, presentation flow, and opportunities for customer dialogue.

Results: In the first 6 months of use, 5 major new accounts closed. “You exceeded my expectations! We are now prepared to take better advantage of this unique opportunity. Based on your engagement with my team, we will deliver better results!!!”

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