Tony Zambito

MARCH 18, 2012

This is how a VP of Sales in the software industry put it to me recently in my research: “Here is what it looks like…we are actually selling more of our product into our larger accounts than ever before….but…over We never really moved beyond segmenting by employee size and revenue so we really don’t know a lot about SME’s as we should.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

MARCH 30, 2012

SMB marketing and sales began to become more than just an afterthought in the early ‘90’s through the early 2000′s. Considerable investments were made in establishing inside sales organizations and in outbound marketing activities specifically to reach the SMB base of customers and prospective buyers.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

Tony Zambito

MARCH 21, 2012

Here’s how one sales executive put this to me recently: “One of the things we realized is that we have got to get to know our SMB customers. We’ve got to find out what is important to them versus just giving them some generic sales pitch.”. How B2B Leaders Are Understanding Buyers Better With Behavioral Buyergraphics (buyerology.com).

SMB 100

SMB Lead Ranking Top of Funnel Buyer Personas 100