Many companies start by selling to small businesses and startups because those types of customers generally have fewer product requirements and are more willing to take a bet on a new product. However, as both the company and product mature, there is an urge to move up market and target larger and larger businesses because of the larger contract sizes. Unfortunately, ensuring success with Enterprise is not as easy as just updating your SDRs’ lead list.
That's why we're partnering with RevGenius to bring a fireside chat discussing how to set your team up for success as you move from selling to SMB to trying to close Enterprise prospects.
In this session hosted by our Head of Marketing (Clayton Pritchard), Coby Berman, current Co-founder and COO of Radar and former Director of Sales at mParticle, shared his expertise on what you need to do in order to set your team and your company up for success selling to Enterprise.
What you'll learn
- What’s at the core of the differences between selling to Enterprise vs. SMB
- What changes do you need to make to the structure of your sales team as you move up market
- How do your sales processes need to evolve to support enterprise sales