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The SMB reality SMB sales teams need speed, focus, and cash-efficient execution. Too many channels too early creates distraction and poor conversion quality.
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30-30-30 plan First 30 days: define ICP and outreach assets. Next 30: run outbound and partnerships in parallel. Final 30: optimize qualification and close process.
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Channel priorities Start with two core channels: outbound email/LinkedIn and referral-led outreach. Add content-assisted inbound only after message-market fit.
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Qualification discipline Do not accept all meetings as pipeline. Apply strict qualification criteria to protect AE time and improve forecast quality.
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