What does your product do for the insurance company? What problem does it solve or what opportunity does it create?
What questions could you ask to determine if that particular insurance company had that problem or could gain that particular opportunity from your product.
Example - let's say you are selling expense tracking software and you are targeting an insurance company. Let's say that your current clients state that they save on average 30% of time in the accounting department on processing expense reports due to moving from a manual expense reporting system to your software. In this instance you would want to find insurance companies with a lot of people submitting expense reports manually - because your product has the greatest value for that target customer. You would then ask very early in the process how many expense reports they are processing in a given time and how they are submitting the reports today.
Who would it help; who would use your product/service; & who would pay for it at the insurance company? Those are the people you would talk to in order to sell your product. Then you would connect how it would help them in their current job or personally (like make them look good to their boss or give them more time with their kids).