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Why Customer Success Is Essential to Your SMB Sales Plan

For many sales organizations, small and medium-sized businesses (SMBs) represent a great untapped market. However, these companies require a thoughtful sales approach that may differ from how you treat your enterprise customers. Customer Success is one area in particular that is essential to your SMB sales plan.

The United States is home to more than 30 million SMBs, which account for 99.9 percent of all U.S. businesses. Small businesses are those that generate less than $50 million in annual revenue, while medium-sized businesses sit between $50 million and $1 billion in annual revenue. These figures may be small compared to those of many enterprises, but they still represent a sizable selling opportunity that should not be ignored.

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How Your Sales Team Can Support Small Businesses During a Crisis

There is a reason that the Centers for Disease Control calls COVID-19 a novel coronavirus. We have never seen a virus like this one before, nor have we seen a global pandemic this severe in more than a century. 

The COVID-19 pandemic is affecting all of us, especially small and medium-sized businesses (SMBs), and your SMB customers need your help more than ever. The challenge is finding the best way to help them through these unusual times.

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[Infographic] 7 Techniques to Increase Your SMB Sales

Small and medium-sized businesses (SMBs) are often ignored because of the small contract size and the difficulty of shifting an organization’s sales strategy to meet SMB needs. Unfortunately, if your organization is one of those that are ignoring the SMB market, you might be losing out on a serious amount of money.

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4 Unique Characteristics of the SMB Space

When selling technology to small and medium-sized businesses (SMBs), you have to put yourself in the position of the entrepreneur or small business owner. While doing so, it’s crucial to remember that SMB sales are different from enterprise sales not just because they have smaller budgets, but because their needs and approach to technology are very different.

Whereas enterprise sales tend to be larger contracts, there are many more potential SMB sales. There are 30.7 million small businesses in the United States, and they are hungry for the latest technology.

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Why SMB Is a Niche Your Sales Team Should Focus On

For every big customer you land, there are dozens of small and medium-sized businesses (SMBs) out there that are looking for products exactly like yours. However, most enterprise companies ignore SMB sales, assuming that SMBs are too difficult to sell to and too expensive given the size of their typical contract. 

If you are among those who are overlooking SMB sales, then you are ignoring an untapped market that is hungry for technology.

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The Difference Between Selling to SMB vs. Enterprise Markets

You would think that when it comes to selling technology, the same B2B sales process should work for all target customers, right? After all, sales prospects are all suffering from similar pain points and seeking the same types of solutions, and so you should be able to apply the same selling techniques to meet your sales goals. 

Wrong! 

The way customers buy technology differs based on size and budget, and you need to use a different strategy for selling to small and medium-sized businesses (SMBs) than you would for enterprise customers. A successful SMB sales strategy requires you to match your sales approach with the size of the customer.

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