Gartner Research

Sales Strategies for Selling IT Solutions to SMBs

Published: 10 October 2002

ID: G00110586

Analyst(s): Michael Haines

Summary

Developing a sales strategy for selling IT solutions to the diverse small and midsize business marketplace requires focus, flexibility and patience.

Table Of Contents
  • Introduction
  • Different Sales Strategies Apply for Different Sized Companies
    • SMB Sales Strategies That Apply to All Sizes of IT Companies
    • SMB Sales Strategy for Large IT Companies
    • SMB Sales Strategy for Small and Midsize IT Companies
  • Gartner Dataquest Perspective

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