Small and midsize businesses (SMBs) represent a huge opportunity for sellers. According to the U.S. Small Business Administration (SBA), 99.9% of U.S. businesses are small businesses. That means there are a lot of prospects to go after. Even better, SMBs tend to make decisions faster than enterprise companies, in part because there are fewer decision-makers involved. What does that mean for you? Faster sales cycles and more inked deals.
But winning an SMB sale isn’t as easy as picking up the phone. There’s a specific art to it. In this article, we’ll explain what an SMB is and break down how salespeople should operate with small business sales clients. We’ll also explore different strategies for business-to-business (B2B) sales among SMB clients.
What you’ll learn: What is an SMB (small and midsize business)? What are the benefits of selling to SMBs? What are the challenges of selling to SMBs? How do
Read the full article on Salesforce.org blog.
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