Category Archives: Selling to SMBs

How SMBs want to be sold to

How do small and midsized businesses (SMBs) want to be sold to? Who do they look to for purchase guidance? What content do they lean on to conduct research and make buying decisions? When and how do they want vendors to reach out, and what type of content is most effective when shared by a

Is your content aligned with the SMB sales cycle?

One of the most common problems we see with content for small and midsized businesses (SMBs) is that it is not aligned with their interests. Although this can arise from good intentions – for example, marketers are trying to balance the needs of various internal teams, manage a limited pool of resources and provide content

Supporting Your SMB Sales Team with Content

One of the biggest challenges our clients in SMB marketing have is collaborating with their sales colleagues to develop effective sales materials. A key part of this challenge is knowing exactly what SMBs want from a salesperson, and when to engage with them. To find out how you can better connect with SMBs via sales

SMB Purchase Intent and Contact Preferences

What do small and midsized businesses (SMBs) plan to purchase, or to do, this year and next? What would they do with extra cash? How long does the purchase process take for different product categories? How do SMBs want marketers like you to contact them to make a sale? To answer these questions – and