Small business owners are often overworked, and rarely have time to seek out solutions. Many have learned the trade over a decade or longer, and are fine with doing things the way they have always done. And with small budgets and cashflow constraints, a business owner must be certain that there is not only a high ROI but a quick payback period to their purchase. With such headwinds, distribution certainly isn’t easy. But if you get it right, selling to small businesses can be both lucrative and impactful. Just look at Yext, Grubhub and Yelp to name a few. It’s a different game that typically involves some blend of traditional B2B demand gen, consumer marketing, inside sales and a bit of out of the box creativity. Here are a few tips to help you overcome the challenges and succeed at selling to small businesses.
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