Most SMEs, especially in professional or B2B markets, still plan their marketing around one moment: the sale.
- The website exists to generate an enquiry.
- The sales page exists to close it.
- Everything before and after that point is an afterthought.
That’s the “transaction view” in the diagram below, and it explains why so much SME marketing feels like shouting “buy now” at people who aren’t ready to buy yet.