In Feb­ru­ary 2019, Sales­Fu­el con­duct­ed its Sell­ing to SMBs study. Our research team used an online sur­vey to ask 1,166 respon­dents the ques­tions sales­peo­ple and sales man­agers want answers to in order to under­stand how to be effec­tive in their part of the buy­ing process. The sam­ple con­sist­ed of self-report­ed CEOs, oth­er C‑level exec­u­tives, or pur­chas­ing agents of B2B com­pa­nies with between 20 and 500 employ­ees in the Unit­ed States.

The pur­pose of this study was to under­stand the prod­ucts and ser­vices these deci­sion mak­ers intend to pur­chase in the next year. We also sought to under­stand how pur­chase deci­sion are made in these orga­ni­za­tions.

The insights our ana­lysts gained will allow us to help sales pro­fes­sion­als hone their method­ol­o­gy and tac­tics for opti­mal out­comes when they sell to small busi­ness­es.

// Sample Findings

For purchases between $10–50k, nearly 30% of SMBs include 4–6 employees in the decision-making process

Selling to SMBs, SalesFuel, 2019

When buyers research a salesperson, 43% consider the years of experience the person brings to the table.

Selling to SMBs, SalesFuel, 2019

When buyers begin to research a supplier, product or service, 42% start with customer ratings and reviews on social media

Selling to SMBs, SalesFuel, 2019

40% of SMB buyers will share their contact information with a new seller who customizes content to their needs

Selling to SMB, SalesFuel, 2019

Being pushy is the fastest way to lose a deal, say 38% of SMB decision makers

Selling to SMBs, SalesFuel, 2019

45% of SMB decision makers prefer to be contacted by salespeople between 9 a.m. and 11 a.m.

Selling to SMBs, SalesFuel, 2019

Cloud computing remains a hot topic for SMBs with over 20% planning to invest in these services in the next year

Selling to SMBs, SalesFuel, 2019

Nearly half of SMBs say 'knows my company and line of business' is a key attribute for sales reps

Selling to SMBs, SalesFuel, 2019

The best days for sales reps to connect with prospects and clients in most categories are Tuesdays and Wednesdays

Selling to SMBs, SalesFuel, 2019

// Learn More

Find­ings from this study, along with expert analy­sis, is pro­vid­ed in our thought lead­er­ship and to clients of Sales­Fu­el COACH and Sales­Fu­el Con­sult­ing

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