A.M.BestTV: Insurance Panel Examines 21st Century Sales Successes

OLDWICK, N.J.--(BUSINESS WIRE)-- This A.M.BestTV episode looks at a recent A.M Best webinar where panelists describe how organizations are reinventing sales cultures to integrate young producers, build cross selling, harness technology and social media, as well as leverage data and research.

Click here to view the entire video program: http://www.ambest.com/v.asp?v=sales315.

Kevin Kenny, executive vice president, head of growth and business development at Wells Fargo Insurance Services USA Inc., addressed the issue of the competitive environment.

“Everyone now has more depth, talent and capabilities, due to consolidations, which has created a very competitive environment,” said Kenny. “There are no easy winners; you have to earn your place at the table, because clients are much more sophisticated.”

Stephen Jalkut, chief marketing officer, North America commercial lines at American International Group, Inc., believes technology is playing and will play a major role in how the industry serves customers. “Customers want and expect a much more interpersonal relationship, no cookie cutter solutions and only the companies that can provide this kind of service will succeed,” said Jalkut.

Other people who appear in this episode include:

• Marya Propis, head of distribution management, Lexington Insurance Company;
• Patrick Kennedy, regional executive vice president, insurance & risk management, Arthur J. Gallagher & Co; and,
• Joe Gunn, national partner, northeast region, Willis of New York, Inc.

Click on http://bestreview.com/webinars/sales15 to view the entire webinar program.

Recent episodes of A.M.BestTV include:

• Insurance Executives See Ongoing Wave of Securitized Risk: At the recent SIFMA Insurance and Risk-Linked Securities Conference, held in New York, NY, industry leaders stressed that the rapid growth of the insurance linked-securities industry poses challenges to traditional reinsurance and expands opportunities for primary writers: http://www.ambest.com/v.asp?v=sifma315.

• ‘First Monday’ Review & Preview: Global Reinsurance Market in Midst of Mergers and Acquisitions Wave: A.M. Best Vice President Robert DeRose, Managing Senior Financial Analyst Greg Reisner and Senior Financial Analyst Mariza Costa focus on the growing trend of mergers and acquisitions in the global reinsurance sector as market conditions continue to stifle organic growth: http://www.ambest.com/v.asp?v=fmreinsurance315.
• ‘First Monday’ Review & Preview: U.S. Health Insurers Adjust to New Industry Norms Post-Reform: A.M. Best Assistant Vice President Joseph Zazzera and Senior Financial Analyst Bridget Maehr discuss how health writers navigated the key health reform provisions that began in 2014: http://www.ambest.com/v.asp?v=fmhealth315.
• ‘First Monday’ Review & Preview: U.S. Life/Annuity Industry Navigating Obstacles to Growth: A.M. Best Vice President Stephen Irwin and Assistant Vice President Rosemarie Mirabella highlight key growth opportunities in the life/annuity sector as well as in the U.S. retirement market: http://www.ambest.com/v.asp?v=fmlifeannuity315
• ‘First Monday’ Review & Preview: Overarching Issues Threaten Positive Results in U.S. Property/Casualty Sector: A.M. Best Group Vice President Anthony Diodato highlights positives in the P/C sector, including a second straight year of underwriting profitability: http://www.ambest.com/v.asp?v=fmpropertycasualty315.

A.M.BestTV covers exclusive A.M. Best information and reports, targeted topics and key developments in the (re)insurance industry every Monday, Wednesday and Friday. Sign up for alerts of episodes at http://www.ambest.com/multimedia/ambtvsignup.html. View A.M.BestTV episodes at http://www.ambest.tv.

A.M. Best Company is the world’s oldest and most authoritative insurance rating and information source. For more information, visit www.ambest.com.

Copyright © 2015 by A.M. Best Company, Inc. ALL RIGHTS RESERVED.

A.M Best
Lee McDonald, 908-439-2200, ext. 5561
Group Vice President, Publication and News Services
[email protected]

Source: A.M. Best Company

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