Where The Business Is....

Here's a link to a great report about selling to the small business market. A couple of things I found interesting:

  • Cold-calling comes across as more effective than commonly thought.
  • Direct mail still looks impressive, particuarly if you put thought into doing it right.
  • Trade shows sound like a mighty expensive proposition, given the usual cost to participate. That being said, most companies don't do trade shows right, and if they did, I'd expect these numbers to look better.

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