Accelerating the SMB Software Buyer's Journey

Posted by Greg Dickinson on Jul 17, 2019 11:44:33 AM

In the last week, I’ve had at least 10 conversations with B2B SaaS companies that are moving down market. Primarily enterprise software vendors trying to expand their reach by targeting the SMB (also referred to as SME) market - selling to small and medium businesses. It’s a tough transition, as I know from my own, sometimes painful experience. It becomes increasingly challenging, I believe, when you're selling directly to small business owners.

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Topics: "Chatbot", Demo, "product-led growth", "buyer enablement", "digital buyer", "SMB"

Scheduled Group Demos - Yes or No?

Posted by Greg Dickinson on Jun 12, 2019 11:29:31 AM

Do you offer scheduled group demos, webinar software demos?  Do they help you scale your pre-sales  resources? Or could they be shrinking your pipeline?

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Topics: Buyers journey, "pre-sales", Demo