softserve

Team Lead - Enterprise Sales

Pros/Cons in different revenue bands in sales?

For those of you who have sold in multiple different revenue bands (enterprise, SMB, Mid-market) what pros and cons have you taken away?

Aside from the obvious answer of 'money'.

Looking for some context here!

🧠 Advice

6 comments

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CoorsKing

WR Officer

Retired King of the Coors Knights

Enterprise
Pros:
- only need 1-2 big deals to make P-club
- typically have better resources at your disposal
Cons:
- long cycles
- legal sucks

SMB/MM
Pros:
- Short cycle
- lots of volume, if you screw up a deal it isn't a year killer
- Easier access to decision makers
Cons:
- Budget can be tough to find
- Hard when internal escalations are needed since Ent issues are prioritized

In terms of cycle type - Different people prefer the transactional of SMB/MM or the strategic relationship driven cycles of Ent over the other, so I left those off my short list.

CuriousFox

WR Officer

🦊

I would also like to add to Meech's small band list.

CON: Smaller deals can sometimes become large headaches. For some reason clients can be high maintenance for a $4k deal.

poweredbycaffeine

WR Lieutenant

☕️

There's another complexity: deal cycle length.

Transactional SMB vs Long-Term Enterprise. Two different beasts with layers of delicious complexity, like a nice croissant.

GDO

Politicker

BDM

Instanties out in a transactional business for SMB. Man is that different compared to very complicated products.

Chep

WR Officer

Bitcoin Adoption Specialist

All I know is I don't miss calling enterprise IT people🤣🥲

softserve

Politicker

Team Lead - Enterprise Sales

nothing like having your ICP be the VP of IT at a 10K+ company and then being

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softserve

Pros/Cons in different revenue bands in sales?

6 comments

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