5 Tips for Selling a Service Now

Ralph Gaines
Imke Lass
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Dazzle Customers With Data

Ralph Gaines, president and CEO of BeBetter Networks, a Charleston, West Virginia company that helps employers put together wellness programs and manage preventive health care, says that compiling and distributing data is important. The $16.8 million company, which just came off its best quarter ever, collects statistics on health risk factors (obesity, high blood pressure, a history of smoking, etc.) for individual employees and for a company’s workforce as a whole. Over time, the ability to use that data to establish trends and to project costs becomes increasingly valuable. “We're not out selling ideas or products based on slick marketing tools and selling methods,” says Gaines. “When you’re data driven, you succeed.”