Selling to Founders and SMBs

B2B Sales Teams typically focus on a specific size of customer, or have a target contract size. As your company grows, you will often expand who you sell to. But in your first year or two of sales, in order to keep focus, you will typically want to decide whether to focus your energy and efforts on SMB (Small Businesses), Mid-Market, or Enterprise size deals. Small Business and Startup Sales SMB’s are usually defined by the number of employees at the company (typically less than 100). These companies don’t usually have big budgets for software or vendors, and so you’ll often find they pay anywhere from $25 per month up to $1,000 per month (for the entire company). They are used to buying self-service (i.e. through Stripe, as an example, where they agree via check-box to a pre-written T&C page), and so contracts are likely a waste of time, especially given their commitment size. SMB’s are also used to paying monthly. A few cautionary notes on selling to Startups / SMBs: Mid-Market Sales

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• Belinda Mo