What sales enablement changes do we need to make as we shift focus from selling to SMB and mid-market to selling to enterprise?

Great question! Core things to keep in mind: 1. You will be selling to a committee, versus one person/one core contact 2. Due to that, you'll want to really understand t...

It’s exciting that your company is making the shift up-market! The first question to ask is whether you have the right people in place to sell into enterprises. Promoting...

Some of the big differences you will see include: Longer sales cycle A bigger group of buyers and influencers More focus on security, certifications, and customer proof ...

While there are some common themes regardless fo the segment, there are some unique things down market: - Volume is much higher - reps have a 1000s of accounts versus han...

This is a tough question to answer because this problem isn't all a PMM problem. This problem is also a sales organization problem. An SMB/Mid Market rep isn't an enterpr...

As you go upmarket, third-party influencers become crucial in the sales process—specifically, analysts such as Gartner and Forrester. Enterprises are lower tolerance for ...

I am assuming here that you have already created stories/collateral that will be required to sell into the enterprise. FWIW, here is a framework I use to develop stories...