Future-Proof Sales: How Innovation, Data, and Tech Are Changing the Game for Brokers
By Donna Percival | SertisIns.com
The way we sell has changed forever. The gut-driven sales instincts of yesterday aren’t enough in a world where buyers expect personalized solutions, faster answers, and smarter strategies. Today’s top sales performers aren’t just persuasive—they’re predictive. Powered by technology, fueled by data, and driven by innovation, they’re winning business by knowing what clients need before the clients themselves do.
So, the real question is: Are you evolving fast enough to stay ahead? Let’s dive in.
1. Technology: Empowering Brokers with Efficiency and Scale
Modern sales teams are no longer limited by geography, time zones, or manual processes.
Today’s cutting-edge platforms provide brokers with real-time access to insights, underwriting data, and client needs, allowing them to make faster, smarter decisions. For example, at Sertis, our proprietary risk management platform is designed to not only optimize the cost of risk for clients but also enable brokers to differentiate themselves with unique product offerings.
Key ways technology is reshaping sales:
- Automation of Routine Tasks: CRM integrations and automated workflows reduce time spent on administrative work, allowing sales teams to focus on building relationships and closing deals.
- Virtual Sales Enablement: Video conferencing, digital collaboration tools, and virtual demos allow brokers to connect with clients at scale, breaking traditional barriers.
- AI-Powered Personalization: Intelligent systems analyze client data to personalize sales presentations based on buyer behaviors , objectives, and preferences, creating more relevant interactions.
Takeaway: Sales teams leveraging technology are not just faster—they’re smarter. They anticipate client needs, personalize experiences, and close deals more efficiently.
2. Data: From Guesswork to Game-Changing Insights
Data is the currency of modern sales. Those who can interpret and act on data will always have a competitive edge.
At Sertis, our solutions are powered by proprietary risk data that allows brokers to secure better terms for clients by demonstrating proactive risk management. This data-driven approach moves sales conversations from generic pitches to tailored, insight-driven discussions that resonate with clients.
How data drives better sales outcomes:
- Targeted Prospecting: Data analytics helps identify the most profitable prospects, focusing sales efforts where they matter most.
- Performance Optimization: By tracking key metrics, sales leaders can fine-tune strategies, ensuring their teams are always improving and growing as a professional.
- Predictive Insights: AI-driven forecasting empowers brokers to predict client needs and market shifts, positioning them as trusted advisors rather than a salesperson.
Takeaway: Data transforms sales from a numbers game into a strategy game. Brokers who know how to harness the power of data win more, retain more, and grow faster.
3. Innovation: Breaking Away from Conventional Sales Models
Innovation in sales isn’t just about new products—it’s about different and new ways of thinking.
Many providers have retreated from the multifamily property insurance market, leaving brokers with fewer options. Sertis took a different path. By innovating with technology and proprietary risk data, we’re not just staying in the market—we’re redefining it.
What innovative sales strategies look like today:
- Value-Driven Partnerships: Sales strategies now prioritize long-term partnerships over short-term wins, offering solutions that help brokers grow rather than just selling a product.
- Thought Leadership Content: Successful sales teams are positioning themselves as industry leaders, sharing insights that educate and influence potential clients.
- Agility in Execution: Sales strategies are no longer static. The best teams adapt quickly, experimenting with new approaches, technologies, and markets to stay ahead.
Takeaway: Innovation keeps sales strategies relevant. The willingness to rethink the norm and embrace new approaches is what separates market leaders from the rest.
The Future Belongs to the Bold
As technology, data, and innovation continue to redefine the sales landscape, the question for brokers and sales leaders is clear: Are you effectively adapting?
At Sertis, we’re committed to providing brokers with the tools, insights, and innovative solutions they need to thrive in a dynamic market. The future belongs to those who embrace unconventional solutions—those who are willing to challenge the status quo and adopt smarter, data-driven sales strategies.
To learn more about Sertis and how we’re changing the game for brokers connect with me (Western Region) at dpercival@sertisins.com or Kurt Meister (Eastern Region)at kmeister@sertisins.com