How to map out a successful SMB sales strategy

05/13/2013 | VAR Guy, The

Success in selling to small to midsized businesses means knowing when to use a solutions-based strategy vs. a consulting-focused strategy, and understanding the challenges inherent in each, Kendra Lee writes. The key is to be as flexible as possible, Lee writes. "Let your prospect's need for information and education guide which approach you choose," she writes.

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