How to Hire Top B2B salespeople

The number one factor that separates business-to-business sales winners from their challengers is that they educate buyers with new ideas and perspectives, according to a recent report by RAIN Group.

The study, which asked buyers to reveal what tactics differentiate first-place sellers from second-place finishers, found that bringing something new and valuable to the table is the most important thing that top salespeople do differently.

The newness of the ideas seems to be essential to buyers. If a seller brings valuable but not new ideas, it isn't a relatively important factor in winning sales.

The concept of educating buyers with new ideas might seem obvious, but most sellers - winners and second-place finishers - actually do it quite infrequently, according to the report. Buyers reported that only 21.5% of sales winners educate with new ideas and only 7.4% of second-place finishers do it.

The second most important factor was "the seller collaborated with me," followed by "persuaded me we would achieve results," "listened to me" and "understood my needs."

Source: Marketingprofs.com, Aug. 15, 2013    

#LoveMyChamber - Weekly Reasons Why I Get A Great Return on Investment (ROI) from my Annual Chamber of Commerce Dues - Reason #3 Research and Data Lists

Weekly Chamber of Commerce Return on Investment #3 - Research/Data Lists

Business-to-Business 
Looking for a targeted source of business leads? Chamber members have access to statistical data from multiple sources on the local area, from the Economic development office, local library district, or federal, state and municipal sources.

Many chambers have access to business Reference USA - This database of 24 million U.S. Businesses  and 260 million consumers contains verified, accurate data and is updated monthly. Plus this is the only business database enhanced with more than 20 million phone calls per year. Looking for Canadian Businesses? There are 1.5 million more.

Business Selection Criteria include:
Company name, Executive title, Business type, Sales volume, Employee size, Year established, And more...,

Residential Customers

Looking for potential residential customers?  - over 80 million consumers are listed. 

Customer Segmentation

If you would like to segment your audience to set a more targeted approach,  over 260 million consumers are listed by lifestyle interests listed below.

Apparel Fashion Beauty

Arts History Science

Books Magazines

Charitable Donor

Cooking Wine

Collectibles

Hobbies Crafts Sewing

Health Diet Fitness

Home Improvement - Decor

Motor Vehicles

Motor Sports

Outdoor Recreation

Travel 

And more categories.

Chamber of Commerce Return on Investment Reason #3 - Research/Data Lists  - The Value Proposition - Chamber annual dues: Around $250. Value of benefit #3 with no other participation in the chamber; $350 - Return On Investment #1-3 - $1850; Total ROI for Chamber Membership - 740%.

Talk to your local chamber of commerce about all the benefits of membership.



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John Dussman is Midwest Manager for VillageProfile.com, working with chambers in Arkansas, Illinois, Indiana, Kentucky, Michigan and Missouri. More than 1500 Chamber of Commerce all over the United States have trusted Village Profile to produce their Membership Directories, Community Profiles, Visitor Maps and Publications, Economic Development magazines and Chamber of Commerce Maps. Contact John at (800)-600-0134 x239.