A "new, disruptive paradigm" of cross-selling and up-selling could help insurers find new business as traditional marketing strategies bring low response rates, Chet Gladkowski writes. Analytics is one factor that can help, he writes. "Because you already know the client, their policy, payment patterns, claims experience and much more, you can intelligently select and make offers for up selling additional coverage onto existing policies in addition to cross selling new lines of business," Gladkowski writes.

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