Program Description: The Small to Mid-size market is the hot spot for new revenues and bigger profits. Yet, selling to SMB management is very different than selling to large enterprises. In this lively, interactive program, you'll discover how SMB managers make purchasing decisions, who makes the decisions, how to best reach them, what influences them to choose one vendor over another, and how to accelerate the sales process. You'll build a checklist to successfully approach SMB business.
"I just finished listening to your presentation on selling to SMB. Besides being a GREAT speaker, you seemed to have me at the edge of my seat as I was trying to answer some of the questions that you were asking along the way. You gave me a lot to think about with some of your points especially when selling to the CxO's, not to get bogged down in tech jargon because that's not how they make their decisions. There were many other helpful points, and far too many to list."
Natalie Campagna, NY
Target Audience: Computer Resellers who want to sell technology to the Small to Mid-size market.
Recording: Live at IBM Lotusphere 2004, Orlando Florida
Time: 1:03:28
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