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This is the first in a new Street Fight series on small business demand generation. Periodically, Sidewalk’s Mo Yehia will tap the perspectives of various data vendors who want to share best practices to help B2SMB companies use business intelligence to more efficiently target and sell to SMBs. The current state of SMB sales and marketing is getting increasingly complex.
Selling to SMBs is not for the faint of heart and even the best of the best can fall on hard times — just ask GrubHub, Constant Contact, Groupon, Dex Media, Yelp, OnDeck, ReachLocal, Angie’s List, Endurance, NEWTEK, et cetera. Despite being in business for a combined 100-plus years, with sales forces that rival the armies of third world countries, these companies just barely s ...