Driving Increased Sales and Customer Retention Across the Insurance Industry

A Fortune 100 insurance company was facing challenges in meeting sales and retention targets with customers. Our team was brought in to analyze the situation and develop a solution.

We discovered that sales managers relied on generic messaging and promoted all products indiscriminately, lacking the intelligence needed to tailor their approach to clients' unique needs. To address this, we leveraged digital footprint tracking and consumer profiling to segment clients based on their interactions with the company’s website and the demographic profiles of their customers. Using this data, we developed a mobile tool called “Next Best Action,” which provided sales managers with tailored messaging and product recommendations specific to each client.

This strategic shift delivered remarkable results: a 28% improvement in sales productivity, a 6% increase in comparable sales, and a 2% boost in Net Promoter Score (NPS) within a year. By empowering the sales team with data-driven insights, we helped the company transform its sales strategy and achieve measurable success.