Deep-dive into Marketing to Small & Midsize Businesses

This is a pre-recorded webinar. You may also download my slides, mp3 and transcript without registration. Just click.

If you sell or market to SMBs, join ISBM and me for a deep-dive into marketing to Small & Midsize Businesses.

There are 27 million SMBs in the U.S. and Canada and represent an outstanding new market opportunity for many firms. As a leading expert on this topic in the B2B space, during this one hour webinar I will touch on the following:

SMB demographics

  • Top challenges SMB CEO’s face
  • Why it’s so difficult to get the attention of SMBs
  • Common obstacles in reaching SMBs
  • Segmentation strategies
  • How to avoid the Google Trap Door
  • Elements a winning strategy for reaching SMBs

I will also share with you:

  • How to be a go-to SMB Trusted Advisor
  • Key SMB resources and reference sites
  • How to earn trust through Strategic Value and Strategic Drive
  • The importance of being the “watering hole” for SMBs

Here are the resources and references I mentioned during the webinar.


Marketing-Playbook: The Definitive Guide to B2B Marketing for Small Business, by John M. Fox (my book)

Drilling for Gold, by John Warrillow

Research firms cited:

Institute for the Study of Business Markets (ISBM)

Warrillow & Company

Sirius Decisions



US Small Business research links:

The Small Business Economy: A Report to the President 2006

U.S. Census Bureau, Statistics of U.S. Businesses: 2004

2002 Survey of Business Owners

The Small Business Administration’s Office of Women’s Business Ownership

U.S. Census Bureau, Profile of U.S. Exporting Companies

The Small Business Administration’s Office of Advocacy, Minorities in Business: A Demographic Review of Minority Business Ownership

John Fox

John Fox

CEO - Founder at Venture Marketing
I’m an experienced, revenue-focused, B2B marketing leader especially devoted to the success of the direct and channel sales rep. After all, at the pivotal moment of truth—when reps meet one-on-one with qualified decision-makers—everything the company has put in place to make this meeting happen will be measured.
John Fox