A must-make event for B2SMB Marketing, Sales and Product Pros – small classrooms, rigorous, real world content and peer-to-peer exchanges make for the most dynamic upgrade in your B2SMB skills you’ll find anywhere! And what better place to learn what works best than the home of America’s Team, the Dallas Cowboys? AT&T Stadium is the perfect venue for building B2SMB strategies and tactics that win, but it’s a whole lot of fun, too. Book your seat now for Playbooks19!
Connecting with SMBs
Our Playbooks19 Marketing workshops will focus on what it takes to reach, engage and qualify SMBs. From top-to-mid sales funnel, our Member-expert Presenters will detail how they’ve succeeded, from new targeting techniques to new media channels, from optimal content marketing tactics to big-data driven engagement techniques.
Our Playbooks19 Sales workshops will focus on what it takes to convert an SMB prospect to an SMB customer. Over a dozen Member-expert Sales Pros (many from our B2SMBI Sales Council) will break it all down, from hiring and training Sales Teams to delivering sales KPIs at scale and at speed, with quality assured.
Developing SMB Offerings
If you’re charged with designing and developing successful SMB offerings, our Playbooks19 Product workshops will help you deliver. From the drawing board to the shipping box, our senior-level Product Dev experts will lay out the steps required to build what Small Business want, need and fall in love with.
According to G2 Crowd, 65% of SMBs make their final purchase decision on a product or service before ever contacting a Salesperson. How does your B2SMB sales team adjust to this new reality that minimizes prospecting, qualifying and even closing? Verizon and Ama la Vida experts will workshop how.
How to Use PQLs
To Drive Sales
Product-qualified-leads (PQLs) are demonstrably more successful at creating SMB sales leads that convert. How do you build the B2SMB products and services that generate these users who more efficiently and effectively turn into customers? Experts from ThriveHive and Yext will workshop how.
SMB Reviews are now becoming the most important content our B2SMB prospects consume. So how does your brand respond and even use reviews to demonstrate your product or service offering, to generate awareness and even sales leads? Experts from Alignable and G2 Crowd will workshop how.
Sales KPIs That
Matter in 2019
Key Performance Indicators (KPIs) are critical to measuring success for B2SMB sales teams. But what do the best B2SMB sales teams think is “key?” Our experts from Verizon and Victory Lap measure performance across thousands of SMB prospects every day, and will workshop what KPIs they find matter most.
Time-starved SMBs demand convenience, and are often unwilling to invest any time at all before getting value from your product or service. What can you do to minimize adoption effort and maximize perceived value as quickly as possible? Experts from Dell and Square will workshop how.
How to Optimize
Your SMB Lead-Gen
SMB lead-gen continues to grow more challenging, demanding that B2SMB Marketers re-think targeting, media and messaging. Alternative channels have moved from the “experimental” to the “essential.” Experts from Business.com and Netline will workshop how to take advantage.
How to Optimize
Many B2SMB brands sell through 3rd parties – from franchisees to agents to VARs. But with limited control over how these “outsiders” sell your product or service, how do you prepare these channel partners for maximum success? Experts from Duda and Cisco workshop how they do it.
Many B2SMB brands are awakening to the value of their SMB customers’ data, specifically data derived from product usage and behaviors. Experts from SAP Concur and Google will talk how their SMB customer data is aggregated, analyzed and packaged to create genuine value.
Bringing It Together:
Integration, Partnerships & Networking
Our final workshop of Playbooks19 will bring together our Marketing, Sales & Product attendees to talk integration. We’ll workshop how B2SMB enterprises effectively connect functional roles and responsibilities to create a single brand experience for the very demanding SMB customer.
Facing millions of SMB customers alone is daunting, and that’s why so many B2SMB enterprises are developing partnerships with fellow, non-competitive B2SMB brands. Our Playbooks19 Partnership track presenters have been there and done that, providing a thorough “how to” on finding, developing and leveraging quality partnerships.
Key to our mission at the B2SMB Institute is to provide our Members many opportunities to connect, share and grow together with peers. We’ll have multiple “events within the event” that bring pros like you together. From special receptions to team-building activities, you’ll get to know pros just like you for lasting, valuable relationships.
What They Said: Top Reasons
for B2SMB Pros to Attend Playbooks19
“What a great two days. You guys are building something super cool and INCREDIBILY valuable.” – Jill Nelson, CEO/Founder, Ruby Receptionists
“I was so incredibly impressed on who you were able to gather together to talk about how we better support the SMB community.” – Erik Day, VP/GM – Small Business, Dell
“The event was first class, from the people, the connections and the take home value.” – Sean Cohen, COO, AWeber
There’s no other event that entirely focuses on the highly challenging $500Bil Business-to-Small-Business marketspace, bringing B2SMB pros at all levels a unique and intense value.
A Focus on What Works
“It was great to hear the experiences of the speakers and other attendees. We came away with some immediate points of optimization for our go to market process.” – Joanna Knox, BD Lead, Fundbox
“We thought the event was very well done! You guys brought it! The networking and content was spot on.” – Aaron Bailey, COO, Business.com
“My team and I learned so much during the conference with all the folks who are serving SMBs. Overall, a truly inspiring event.” – Liz Yoon, Partnerships Management, LegalZoom
We emphasize what works when it comes to reaching, engaging, keeping, keeping and growing SMBs. With no time for theory, our attendees leave a whole lot smarter on what to do next.
“Great connections and networking.” – Carrie Jacobson, VP Technology & Services, Office Depot
“There was great energy in the room and lots of good opportunity to network.” – Kelly Thomas Nojaim, VP Partner Development, Microsoft
We pride ourselves on bringing together B2SMBs best and brightest and fostering their peer-to-peer exchanges, with plenty of time and space to comfortably interact.
“I found a lot of value connecting with various leaders in the space and learning how different companies are approaching the SMB segment.” – Dip Ghuman, Strategic and Product Partnerships, Indeed
“Definitely think it put Lorem on the radar for a lot of important partners in the future and lots of great content from other innovators in the SMB space.’ – Sam Wilcoxon, Founder, Lorem
We believe it’s critical that B2SMB pros see what’s here and what’s coming when it comes to the millions of Small Business they are trying to sell. Count on us to keep looking ahead!
“I think this will grow year over year and I look forward in participating in future.” – Jenn Allen, SMB Segment Lead, Cisco
“You put together a great event and it’s definitely going to be one of the must-go to events for everyone who is serving small businesses.” – Martin Schmidt, Strategic Development, 1&1
“Thank you for the opportunity and really enjoyed it. You are building something very interesting.” – Doug Bewsher, CEO, Leadspace
B2SMB Institute events are focus-points for our Members, but our Member community, segment Councils, SMB research and resources (like Playbooks!) adds value throughout the year and beyond!
“It was a ton of fun.” – Darian Shirazi, CEO, Radius
“Absolutely amazing event.” – Max Pechersky, PromoRepublic, CEO/Co-Founder
“Seriously, it was a great show – congratulations to you for taking the lead and driving this. Much needed and I made numerous contacts – for which I can see value on both sides of the equation.” – Lem Lloyd, SVP, Buzzboard
From the beginning, we’ve been impressed by our very own B2SMB event Speakers, facilitators, and attendees – great Pros with great experiences and great willingness to share. We make peer-to-peer fun with lots of events within our events that foster casual, comfortable exchange, and more than a few laughs.
What’s Your Player Position
Are you a Subject Matter Expert in Business-to-Small-Business? We welcome B2SMB Player/Coaches to submit your “Playbook” to our Team. Click here for Playbooks19 presentation guidelines.
For Playbooks19 Sponsors/Exhibitors
Are you a resource seller to B2SMB enterprises? We welcome you to learn more about Sponsorship and Exhibit opportunities at Playbooks19. Click here to receive our Sponsor/Exhibitor package.