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.