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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