How to Find Small Businesses to Target for B2B Sales
Small businesses are 99% of all businesses. Here is how to find the right ones for your B2B offering.
·6 min read
Why Target Small Businesses
Faster decisions, simpler buying processes, owner-led purchases. Less competition than enterprise. Higher win rates.
Defining "Small"
Under 50 employees usually qualifies. Under 100 in some categories. Use AI search to filter by signals: review count, age, multi-location status.
Best Categories for SMB Sales
Local services (plumbers, electricians, contractors), restaurants, retail boutiques, professional services (law, accounting), healthcare practices.
The SMB Sales Cycle
1-2 calls to close. Annual contracts $500-5000 typical. Owner is usually the buyer.
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