May 16th, 2008
Speaking of Warrilow, some learnings on the SMB
I hope to bring more data as I gather slides from trip to the Warrilow Summit. One session really hit me. It was a panel of SMB owners and the topic was “How to sell to the SMB”. It was 9-10 folks so not 100’s, but they said something that really hit me:
1. They rely heavily on their admins. Most of them said, pushing their admin away to get to them was a mistake. The admin runs their lives, does the purchasing research, and schedules the sales guys they like. Message: Embrace the admin
2. They do the majority of their research online and at night.
3. They have no time for incompetent sales guys. Sound obvious? Not really, the economics of selling to the SMB typically means the high-end sales guys end up selling big systems to enterprise accounts. TRAIN YOUR PEOPLE FOLKS
Just some tidbits, with more to come