SMB Transactional Sales Template Walkthrough
Who this template is for
Sales reps, sales teams, and other sales professionals who work with prospects at small and medium-sized businesses (SMB).
What this template is for
Streamline your SMB sales strategy by standardizing how you follow up after demos and shorten the SMB sales cycle by giving prospects all the information they need to get started.
How to use the template
Add product context with demo recordings, slides, and case studies, and provide the pricing information they need to sign up. Then, after the sales call, invite SMB stakeholders or SMB owners to the workspace.
What’s in this template?
Overview
In this section, introduce your company and the primary value proposition you have to offer. There’s also space to introduce the assigned representative and provide full contact information. You can even include a “Book time with me” link so clients can quickly and easily book time for a follow-up.
Product
Now that you’ve introduced yourself and your company, it’s time for your product to take center stage. Dock’s platform has a number of platform integrations you can take advantage of to create vivid and dynamic presentations that brilliantly highlight your product’s best features.
Demo
Use this section to demonstrate the value of your product or service offering. Here you can embed a slide presentation to give your potential customers a complete walkthrough of your product or service and fully demonstrate the positive impact it could have on their business.
Pricing
This section is designed to present pricing and package information in a clean, easy-to-read layout. Dock gives you the option to provide different pricing options or a breakdown of a specific proposal’s price. You can even factor in discounts that are calculated automatically.
Case Studies
Case studies are a powerful way to demonstrate different and specific use cases for your product or service. In this section, include links to testimonials or case studies from past clients to show potential future clients examples of past successes.
After a long day of demos, Dock makes it easy to follow up with prospects. The SMB sales template turns your demo follow up email into a simple, personalized experience for your prospects. And for busy sales leaders, it ensures every rep is saying the same thing to prospects, giving you visibility into what’s actually happening with deals.
Whether your work in SaaS, B2B sales, real estate, or at a startup, consultative selling isn’t just about the call: It’s about following up, building a customer relationship, and making it easy for prospects to see how your product will fit into their business.
That’s where Dock’s transactional SMB sales template comes in. With a single link, AEs can provide all of the context prospective customers need to make a smart buying decision. Plus, with built-in features like insight into client engagement with the workspace, you can better understand your own SMB sales process and ways to improve it.
Here’s how else the transactional SMB sales template can help:
Refine the first steps in your customer journey
- Make the first impression of your product and company one of speed and efficiency through automation.
- Understand the SMB prospect’s needs to shape your recommended solution and post-call sales approach.
- Customize the template for each unique SMB customer, as desired.
- Gather valuable data on your SMB sales process, including prospect pain points, to understand how to improve it.
Build relationships with future SMB customers
- Give small business prospects easy access to your product details, all in one place.
- Go beyond the transactional approach to sales by prioritizing customers’ wants and needs during the SMB sales process.
- Connect prospects with salespeople so they can book meetings should additional questions or concerns arise.
- Supply stakeholders with the pricing information they need to quickly compare to their budgets.
- Add customer case studies and testimonials to illustrate how you support long-term relationships with your customers.
Save time on the SMB transactional sales cycle
- Have a ready-made SMB sales workflow and make the most of each sales opportunity.
- Use prospect feedback to identify your company’s ideal customers and blend that into your sales strategy and company messaging. That way, you can prioritize those customers' needs instead of chasing other sales.
- Showcase various pricing options to help SMBs quickly select an option and get the most value out of your product or service.
- Get prospects out of the pre-signing phase quickly, so you can focus on customer success and CRM.
A great consultative sales call isn’t always enough to turn prospects into new customers. After all, business owners need to weigh every new investment carefully and methodically. An SMB sales template can help prospects make that evaluation faster and more confidently, leaving you with more time to find other SMBs that need your product.
How Dock’s customers use this template
- Organize everything customers need to make an informed purchase decision: Provide details about your product, including comparative pricing information and common use cases, so SMB customers quickly understand how your product could fit into their business needs and goals.
- Clearly demonstrate the value of your product or service: Add demo slides and customer case studies to your Dock template to showcase your product and speed up the SMB sales process.
- Keep in direct contact with your leads: With clearly defined points of contact for questions and product discussions, decision makers can better understand what you’re bringing to the table.
- Gather feedback on your transactional SMB sales process: Answer questions directly, and see what links and tools leads are interacting with most in your workspace, to iterate on future sales processes.
FAQ
What is an SMB in business?
SMB stands for small and mid/medium-sized businesses.
The size of a business is most often defined by the number of employees it has. A small business would have up to 100 employees. A medium-sized business would have between 100 to 1000 employees. Anything over that might be considered a large or enterprise-level business.
What are SMB customers?
Small to medium-sized businesses are some of the most common business types in many different industries. These business types tend to be small, local businesses or start-ups, so they are going to have different needs and pain points than in larger enterprise sales. This is an important distinction to keep in mind when formulating your SMB sales strategy.
What's the difference between enterprise sales and small business sales?
The target customers for enterprise sales are typically large companies with more complex and formalized purchasing processes, while the target customers for small business sales are smaller, independently owned companies with simpler purchasing processes. The types of sales involved in enterprise sales are generally more complex and involve a longer sales cycle, while the types of sales involved in small business sales are typically simpler and involve a shorter sales cycle.
