Steli Efti’s Go-To Sales Strategies To Sell To SMBs

Steli Efti of

In the latest episode of #BiteSize, Steli Efti of shares the actionable sales strategies for SaaS products to sell to small and medium businesses.

Steli Efti

Steli Efti is the co-founder and CEO of He’s Silicon Valley’s most prominent sales hustler, a YC alumni, advisor to several startups and entrepreneurs and the author of The Ultimate Startup Guide To Outbound Sales.


I think there are many ways obviously depends on what kind of small and medium-size businesses you are selling to, what vertical, what country you are in. But I think there are some obvious strategies to sell, range from field sales, if you sell to restaurants, for instance, you might have to have people that go and literally knock on the doors or show up in person to make a presentation and to close a deal.

All the way to more modern or scalable ways of selling, which is today usually done through email, the phone, and increasingly using different web technologies. It could be a technology like Skype and doing one-on-one conversations without being physically at the same location. It also could be screen sharing applications that allow you to showcase your product and your application to the customer without being there in person.

And, sales productivity tools like, the product we have built at or other products that are out there that just help you to prospect, automate, and follow-up with people.

But at the end of the day, it all boils down to understanding exactly who your customer is, how they typically buy, what their buying process is, how your competitors typically and successfully sell and then picking the acquisition strategy and tactics that will work best for you.

Rahul Varshneya

Rahul is the co-founder of Arkenea, a mobile app consultancy building experience rich apps for startups and businesses, and author of The Appreneurship Guide