Meeting Prospects From Smaller Organisations

I've just finished a new article, entitled "Meeting Prospects From Smaller Organisations", and it is available on my site. It talks about how differently owners or smaller businesses make buying decisions and how to prepare for meetings with these people.

Treating them the same way as treating prospects from larger businesses can cause various problems. There are a few differences between corporate and small business buyers, and while on the surface both seem to be B2B engagements, dealing with small business owners is more like B2C engagements. And that requires a different kind of preparation and qualification.

So, I hope you enjoy "Meeting Prospects From Smaller Organisations", and find some valuable points you can implement in your company.