4
Participants
Anonymized client case · Insurance broker · new B2B business line
Insurance Broker: Launching Corporate Sales Capability
A strong consumer insurance sales team needed an entirely different approach to corporate customers, tenders and longer deal cycles.
Reported project indicators
Scope and outcomes in context.
28 days
Training cycle
2 months
Follow-up support
~RUB 2m
Largest reported initial premium deal
The challenge
Looking beyond the initial request.
The firm knew its products but lacked a structured corporate sales methodology, experience with procurement platforms and an approach to engaging business decision-makers.
This case is anonymized and describes a specific engagement, including its original operating context. It should not be interpreted as a guarantee of similar results in another organization.
Work undertaken
How the team approached the challenge.
B2B sales methodology
Developed a structured process for prospecting, discovery, risk assessment, proposal, objections and account management.
Tenders and procurement
Introduced the logic of electronic procurement platforms, tender processes and corporate purchasing requirements.
Applied learning
Used call reviews, practice scripts and checklists across a 28-day learning cycle followed by two months of support.
Outcome
What the original project reported.
The team began generating corporate insurance transactions. Reported early deals commonly ranged from RUB 200,000 to 400,000 in premiums, with one approximately RUB 2 million premium transaction. Currency and figures follow the source project.