Accelerate revenue with innovative prospecting
Our approach to Insurtech lead generation
From policy admin to parametric analytics, there’s a multitude of solutions for every challenge that insurers’ face. Our Selling at a Higher Level methodology cuts through the noise to ensure we’re not only sparking relevant conversations that speak to your prospects’ challenges, but also finding the best service fit.
A firm foothold in the Insurtech industry
Our consultative approach to selling starts with being tapped into the latest compelling events and news. But in niche markets, these are fewer and further between. Unlike competitors, we’re far more proactive in finding buying signals. So far, this has led to opportunities for our Insurtech customers with:
Land and expand with confidence
Finding a method of selling that resonates with specific audiences is our speciality. Whether you’re looking to engage Lloyd’s managing agents, (re)insurers, MGAs/MGUs or brokers – our consultative-based questioning, thorough qualification and timely outreach allows you to get in front of your ICP.
From that point, we can facilitate further expansion into new territories or product verticals. It’s this commitment to growing with our customers that has helped us secure long term, equally rewarding Insurtech partnerships.
“durhamlane has been instrumental to the growth in our business over the past five years. The 7x return on investment speaks for itself. Their highly targeted approach sets them apart from others in the market. We look forward to our continued success and growth in the UK and US markets.”
David Sweet
Former Chief Commercial Officer, VIPR
Deep, proven muscle in proactive outbound for Insurtechs
We’ve found that many Insurtechs are still reliant on word of mouth or market connections. In today’s competitive landscape, this just isn’t impactful enough to drive meaningful growth.
Instead, stand out in the market with backing from a strategic, creative partner that truly understands your prospects, pain points and industry challenges.
Book a call with Matthew
Customer Account Manager
Matthew’s role is to ensure the success of our partnerships, with 5 years of Insurtech experience.
Combine start-up energy with enterprise-level maturity
People
Taking proactive hungry minds, embedding sales skills and continually developing them with our management and development team.
Technology
Engaging, timely communication. Powered by tech, personalised by humans working smarter and faster with constant insight and analysis.
Processes & Data
Powered by Selling at a Higher-Level, our consultative and question-based methodology. We have built hundreds of thousands of data points, clarifying exactly what drives sales pipeline and how to build it.
Do you only cover lead generation into the Lloyd’s market or wider UK insurance market?
We generate sales qualified leads with insurance entities in 27 different countries. Our Selling at a Higher Level methodology is versatile, and drives results in a range of markets including specialty, P&C and life, both Lloyd’s and non-Lloyd’s. Our primary lead generating regions are EMEA and North America.
How do you train your SDRs?
Learning and development is key. It all begins with our four-week induction process, which gets candidates ready to hit the ground running. From there, we define competence frameworks which clearly identify upskilling opportunities. For industry specific training, each new client engagement starts with a thorough onboarding process, where nuances of their target market are shared with the team.
What does the reporting process look like?
Salesloft provides powerful insight into our activity, and we use this to report weekly, monthly and quarterly – focusing on inputs, outputs, outcomes and insights.
Which personas do you target in the insurance market?
Our persona targeting is tailored to each client, which is discussed as part of your onboarding process. We’ve generated recent success with underwriting, actuarial, claims management, delegated authority, compliance, IT, operations and finance personas.
What makes durhamlane different from other sales outsourcing companies?
At durhamlane, our people and clients are at the centre of our world. From our award-winning onboarding, to exceptional tech stack and data utilisation, everything is geared towards providing our durhamlane difference. This is why we’ve forged multi-year partnerships with our Insurtech clients.