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Successful brokers are attaching themselves to metrics instead of the insurance transactions to provide lasting business solutions. (Photo: Thinkstock)

I learned business-to-business selling inside the technology world.

For years, the technology industry has offered solution selling as their client benefit. The sale does not revolve around the product, but rather, the user’s results. The basis of this sale is the lowering of operating costs and improvement of business performance. Data is used extensively to determine the attachment point of value.

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