Picture this: a technology salesperson walks into a meeting armed with impressive specs—gigabytes, terabytes, processing power—only to face a small business owner who simply asks, "What will this do for my business?" This fundamental disconnect lies at the heart of why so many technology companies struggle to serve the massive small and medium business (SMB) market effectively.
In this conversation, "Magic" Maciek Szczesniak draws from his 25-year journey through Compaq, HP, HPE, and as a Chief Growth & Strategy Officer at B2SMB Institute to unpack the critical differences between enterprise and SMB technology sales. "SMBs don't care if the box is black or white," Magic explains. "They care what this box will do for them. It has to lower costs, make them more efficient, drive revenue, or please their customers." This business-first approach requires a complete rethinking of how technology is marketed and sold.
Beyond SMB insights, Magic shares powerful leadership wisdom that applies across organizations of all sizes. His approach to recognition stands out: "Recognition is a never-ending pot. The more audience you gather to recognize someone, the more everyone understands what behaviors are valued." He advocates for precise, public recognition tied directly to business goals — a practice that costs nothing yet yields tremendous results in building high-performing teams.
The conversation expands to explore international business dynamics, the critical transition from manager to leader, and how artificial intelligence offers SMBs a once-in-a-generation opportunity to close the productivity gap with larger corporations. Magic estimates this gap represents 5-10% of GDP — real dollars, which small businesses can capture by embracing AI strategically.
Whether you're selling to small businesses, leading teams across cultural boundaries, or navigating the AI revolution, this episode delivers actionable insights from someone who's mastered the intersection of technology, business, and human connection.

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