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Looking for some good advice. Interview this week for a startup.

Hi all! I have an interview this week for an AE position at a startup. They want me to give them a pitch on the product I am currently selling. I am currently in an enterprise role and the company I am interviewing with sell to SMB only. I'm struggling to figure out how I might pitch them. As you know enterprise pitches are completely different than SMB pitches due to the long sales cycles. With the company I am currently with we educate first and then sell. My experience in SMB is that you mostly sell. At least that is how it was at my past SMB sales experience.


There is the saying "If you can't pitch to your grandma, then you suck" lol


I can pitch my product of course but looking for advice to give the best enterprise pitch to an SMB audience. HELP!


Much love ya'll!

๐Ÿง  Advice
6
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
There are plenty of SMBs that need education and handholding before they buy. They're pains in the asses and prolong deal cycles, but it may help you out in terms of translation.

Think about the pitch as a conversation. High level what do you do, prod for pain, align a solution and discuss how to move forward together.
TheRealTommyCallahan
Arsonist
+6
Assistant to the Account Executive
Thanks for the advice. I guess I'm just worried I'll speak too technical and I just need to dumb it down. The company is in a different industry so verbiage is a lot different. I'll practice with some friends. Thanks again!
Salespreuner
Big Shot
+11
Regional Sales Director
Very well said. Agree
paddy
WR Officer
+10
Account Executive
Focus on the benefits and how it makes a high-level executive's life easier. No need to get granular on the product and I'm sure they don't expect that.
TheRealTommyCallahan
Arsonist
+6
Assistant to the Account Executive
Love it. I think I'm just overthinking it. I came to this enterprise role from a SMB company where the product was very simple. I'm selling a very complex product now. I just need to chill. Thank you!
Chep
WR Officer
+10
Business Development Team Lead
Treat it the same way you treat enterprise. Educate then sell I love this approach.
TheRealTommyCallahan
Arsonist
+6
Assistant to the Account Executive
Great advice. No need for me to change my pitch based on them being an SMB company. Educate then sell. My worry is they said I have 15 minutes. But again it is an interview so I assume they'll cut me off once they get a feel for how I pitch. Thanks for the advice.ย 
verbalzzzzzz
Politicker
+4
Inside Sales
Just be confident bro
TheRealTommyCallahan
Arsonist
+6
Assistant to the Account Executive
Will do, thanks!
TheRealTommyCallahan
Arsonist
+6
Assistant to the Account Executive
Thanks
Hannibal
Opinionated
+3
Senior Account Executive
They really are not that different - just the sale cycle - but I would treat it exactly the same - just go out there and kill it dude. Good luck!
5
Tenure - Looking for advice
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