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A.T. Kearney - Selling Technology to Small Businesses

As a volume business with low conversion rates, low unit pricing, and high churn, SMB sales are not for the fainthearted. But given that few tech companies have cracked the code on selling to this enormous market, the potential is huge. Once you’ve got your product–market fit, four strategies can improve your sales.

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A.T. Kearney - Selling Technology to Small Businesses

  1. 1. Selling Technology to Small Businesses Read full report
  2. 2. Once you have your product–market fit, four strategies can help improve sales. Selling Technology to Small Businesses Read full report
  3. 3. Focus less on rational product comparisons and more on how to quickly create an emotional connection to your product. Selling Technology to Small Businesses Read full report
  4. 4. Constantly iterate and test messaging, channels, and funnels with an eye toward scale while leveraging the latest technology. Selling Technology to Small Businesses Read full report
  5. 5. Optimize your funnel for speed to make it quick and easy for a small business to buy without distraction. Selling Technology to Small Businesses Read full report
  6. 6. To improve the likelihood of a sale, spread out payments or offer discounts while also managing churn. Selling Technology to Small Businesses Read full report
  7. 7. A.T. Kearney is a leading global management consulting firm with offices in 40 countries. Since 1926, we have been trusted advisors to the world’s foremost organizations. A.T. Kearney is a partner-owned firm, committed to helping clients achieve immediate impact and growing advantage on their most mission-critical issues. For more information, visit www.atkearney.com. To learn about the unique challenges of marketing to small businesses, read more here. Selling Technology to Small Businesses Contact our experts Ben Smith ben.smith@atkearney.com Bharat Kapoor bharat.kapoor@atkearney.com Stuart Klein stuart.klein@atkearney.com Kaushik Sriram kaushik.sriram@atkearney.com Doug Kilponen dougkilponen@gmail.com

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