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What Makes a Good SMB Sales Rep

Reps who specialize in SMB sales are a special breed. They need to understand the unique needs and restrictions of small- and medium-sized businesses (SMBs). They also need to serve as more than SMB sales reps—they need to be sales consultants, helping SMB business owners make strategic buying decisions and get the most from their enterprise investment.

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3 Reasons MarketStar Knows How to Close SMB Sales

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The temptation for any B2B sales team is to hunt for whales. If you can land that one big deal, you get a big payoff. But while you are spending all that time and energy hunting whales, dozens of smaller fish may slip past you. Too often, the focus on enterprise deals eclipses the profit potential from SMB sales. SMBs deals can be easier to land, and they can have greater lasting value.

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7 Ways to Close Your SMB Sales Deal in 30 Days or Fewer

Every company wants a faster sales cycle. The challenge with selling technology is that selling complex solutions requires a more complex sale process, which means a longer sales cycle. The length of the sales cycle also depends on your target customer.

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4 SMB Sales Conversations to Have on Hand for Your Sales Team

The nature of small- and medium-sized business (SMB) sales has changed, especially with the COVID-19 pandemic, and sales reps have to adapt their sales conversations accordingly. With the disruption in operations caused by the pandemic, SMB concerns are different. Business is slower, cash is tighter, and the future is uncertain. SMB operations need to solve a new set of problems.

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3 Techniques for Selling to SMB Customers

I love playing softball. It’s a game we can play long into our later years, but it still requires skill and precision. The key to a big softball win? Lots of small hits. I’m amazed that when you play a game where it’s single hit after single hit, all of a sudden you look at the scoreboard and it’s 9-0 after one inning! Rarely do you hit homeruns in softball, it’s playing the smaller hits. That’s kind of like playing the SMB market -- smaller hits, but when you add them all up, you get a massive end-result. Small ball in business (SMB) is a winner, but it takes skill and precision.

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Pros and Cons of Kicking off an SMB Sales Strategy

There are 30.7 million small and medium-sized businesses (SMBs) in the United States. Taken as a group, they account for 99.9 percent of all U.S. businesses. That’s a huge potential market, especially when you consider that SMBs are expected to spend more than $676 billion on tech in 2021. As a group, SMB sales revenue is too big to ignore, but how do you justify the cost of SMB sales against the ROI?

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How to Lead an SMB Sales Team

Small- and medium-sized businesses (SMBs) are a huge untapped market, but many B2B vendors ignore SMB sales because they believe that selling to SMB customers doesn’t justify the return on investment (ROI). Smart sales managers understand that SMB selling is different, and that successful SMB sales strategy requires a different approach that can yield substantial revenue.

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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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