Selling to SBOs: Three Points to Remember
So you've set your company's sights on selling to smaller businesses. Sure, they aren't the heavy-hitters, the star accounts, but their loyalty could provide a nice budgetary cushion for your bigger sales efforts. And they'll surely be thrilled to tap into your products or services, right?
Well, hold on a minute.
According to Scott Gillum, writing at the B2B Knowledge Sharing blog, that kind of thinking will place you among the many B2B marketers who, despite their best efforts, keep falling back to their "big company" ways when dealing with small-business owners (SBOs).
To encourage a better approach, Gillum has put together a list of 10 points to keep in mind when selling to SBOs, based on his study of a slew of reports from the Executive Council on Small Business. Here are three:
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