On this month’s SBI TV episode we spoke with 2 great guests, Paul Rosen, chief sales officer at OnDeck Capital, and Aaron Stead, senior vice president of sales at Infusionsoft. Both have had phenomenal success. Paul’s company has gone from $0 to almost $200 million in sales in less than a decade. And Aaron’s company has gone from about $10 million to $100 million in sales in a little over 5 years. The topic of our conversation was how to successfully sell into the small business segment, something both sales leaders excel at.


We begin the show by describing how to understand the small business market. There is a lot of confusion around what it actually means to be a small business. Our guests will share insights into how to precisely define this segment. They will also share how big this market actually is and how quickly it’s growing.


In the second segment, we will turn our attention to competition. Paul and Aaron will share who they compete with, and how they are able to gain mind share. They will also explain determining how you should compete: on price, product or customer experience? Additionally, we will talk pricing. In their experience, what is the best way to price a product?  And how does this match up with their product’s value proposition?


Paul and Aaron will also touch on their marketing strategy. They will discuss their brand attributes, and brand promises. They’ll explain their lead generation strategies, and what marketing activities have proven the most successful for their organizations.


Finally, we will wrap up the show by discussing sales channels. Which work best in the small business segment? And what does their sales process look like when selling into this market? They will also dive into sales quotas and sales compensation needed for reps selling into small businesses. They’ll expand around what type of reps doe best in this environment and what a typical hiring profile looks like.


Selling into the small business segment requires a very different sales strategy. Watch here as two experts explain to best develop and execute this type of sales strategy. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.


Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




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