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Small Business War Stories

Small businesses are the soul of America. This is where they tell their stories. We want to showcase how our stories bind us; how America is more united than it sometimes feels. Small Business War Stories is a weekly 30 minute show recorded in person with small business owners. We discuss different topics and get the triumphs, struggles, and funny stories from our guests' everyday lives. Hosted by Pablo Fuentes, CEO and Founder of Proven, the leading small business hiring tool.
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May 24, 2017

Selling to small businesses is different than selling to large corporations or consumers.

A small business has a unique set of needs.

These businesses do not have purchasing experts on staff or vendor managers whose sole responsibility is to make deals happen. Instead, the decision maker at a small business is typically wearing many hats and hearing your sales pitch might be a stretch for them.

The good news is that with small businesses, a lot of the time the sales cycle will be much shorter. There are fewer people involved with the decision and less red tape to work through. 

However, establishing trust is extremely important. Small business owners can be loyal to a fault. Also, while the majority of businesses in the U.S. are small businesses, sourcing and reaching this long tail of potential customers in a cost-effective way can be very difficult. 

To help us dive into the secrets of marketing and selling to small businesses, we talked with Alison Burns founder of Precision Payments. Her company has been successfully selling their credit card processing and merchant services to small business since 2013.

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