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Account Executive

Arsonist
Politicker
Executive
+8

Mid Market vs. Enterprise Prospecting

Hey Soldiers,


Looking for some input on a few questions I listed below. Recently made the switch so any input here would be great!


-What are the biggest differences between mid market and enterprise prospecting?


-What should you know when making the jump from MM to Enterprise?


-What are the biggest similarities?


-How did you change your cold outreach strategy when moving into enterprise after working in MM?


At ease.

🎈 Mentorship
🔎 Prospecting
👑 Sales Strategy
9

9 comments

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LordBusiness
Politicker
7
Chief Revenue Officer
It depends on your product suite by my believe is that Enterprise selling is more rooted in “data collection” and “information gathering”
then prospecting for pitches.  Focus your attention on finding a champion, snd then leveraging said champion to understand all the finite details of this the enterprise works. As you continue to collect data, the pitches will start creating themselves. It’s just a different mindset 
TheRealPezDog
Notable Contributor
2
Account Manager
Yes, what he said. 
AutoSmiler
Arsonist
0
Account Executive
What do you find to be the most valuable pieces of data or information when researching? Is it something similar to each prospect, or different based on the industry or persona?
GreenSide
Politicker
1
Sales manager
More gatekeepers in Enterprise. There are less targets available so you have to be smart about it and not spam them. I customize my outreach more than I did in MM where quantity could get you to your number. Don't be so focused on getting to the next step. Provide value so you're the first person they think of when a need arises.
Diablo
Politicker
0
Sr. AE
Agreed, adding value keep you on top of their mind.
CuriousFox
WR Officer
0
🦊
Thank you! Too many spam happy bullshit people make it harder for us.
Blackwargreymon
Politicker
1
MDR
More gatekeepers in Enterprise. There are less targets available so you have to be smart about it and not spam them.
Error32
Politicker
-1
ISR
Do we only get one?
Clashingsoulsspell
Politicker
-1
ISR
Do we only get one?

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