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.

1. Selling Technology
to Small Businesses
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2. Once you have your
product–market fit,
four strategies can
help improve sales.
Selling Technology to Small Businesses Read full report

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. 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. 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. 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. 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