Owners of small businesses are some of the most resourceful, hardworking and smart businesspeople you will find. They have built their businesses on sweat and tears mastering the art of “doing it all plus everything”. Learning to live with limited resources, never enough cash, and growth which can be explosive at times. On the flip side, during the downturns, they easily move back into a myriad of jobs inside the company and just “get things done”. You can count on them and always know what they represent. It is the small business that built this country. They are some of the best salespeople you will ever meet as they get the job done.
At SDM, our owners and partners have built, at a minimum, 2 businesses. We have been selling for a minimum of 25 years across a myriad of products, solutions and services; whether in industrial, services, retail, or technology. We come from the same stone as our small business customers, who are revered.
We wrote this blog to illustrate that all the things owners want and need for their businesses (free “gifts of Knowledge”)and themselves, are fueled by a guiding principal – “selling decision makers”. Whatever you sell, when you meet, greet and engage with the decision maker, your probability of closing a deal increases by 3X and the size of the deal will improve by 1.5X. The decision maker has the budget, authority, and pain to act. Why sell into other executives if you can minimize it.
This list is what our customers have told us they want the most. It is not complete by a margin, however:
- Sell more deals in less time.
- Solve problems their competitors cannot.
- Sell to new customers.
- Working at peak performance.
- Having sales reps that make their quota.
- Deals with higher margins.
- Being efficient and systemized in making money.
- Taking more quality time off with the family.
At SDM, our owners and partners have built, at a minimum, 2 businesses. We have been selling for a minimum of 25 years across a myriad of products, solutions and services; whether in industrial, services, Retail, or technology. We come from the same stone as our small business customers, who are revered.We believe that when you sell a decision maker, your chances of success increase exponentially. At SDM, this is what we help our customers to do.
What do you do next? Send us an email and we’ll arrange for you to speak with Ed to chat about how these learnings can help build more sales just for your business.