I’m often asked by entrepreneurs and venture capitalists alike to talk about what changes throughout the course of the “bell curve ride” in selling to small and medium-sized businesses — and how organizations need to adapt at each stage in order to ensure continued success. Here’s the best way I can explain how it all works.
Selling to SMBs: AIDA and The Conversion Zone
I’m often asked by entrepreneurs and venture capitalists alike to talk about what changes throughout the course of the “bell curve ride” in selling to small and medium-sized businesses — and how organizations need to adapt at each stage in order to ensure continued success. Here’s the best way I can explain how it all works.