SMB sales VS Enterprise sales

What are they key differences? Which one would you prefer and why?

Attached poll
*Voting in this poll no longer yields commission.
👑 Sales Strategy
📈 Closing
20
CuriousFox
WR Officer
5
🦊
Love the thrill of the hunt and the tactical strategy in Enterprise sales. 
Ace
Arsonist
0
CEO
But longer closing time
DadFather
Politicker
0
Enterprise Account Executive
Yes but fatter deals! 
Ace
Arsonist
0
CEO
True
Salespreuner
Big Shot
0
Regional Sales Director
Absolutely 💯
Trinity
WR Officer
0
BusDev
I prefer enterprise sales.
Ace
Arsonist
-1
CEO
Amazing!
Trinity
WR Officer
1
BusDev
similar to CuriousFox, I enjoy the strategy + tactic that goes into it.
Ace
Arsonist
0
CEO
True, Enterprise is a whole new ball game
paddy
WR Officer
5
Director of Business Development
SMB all the way. Fuck the red tape with enterprise
Ace
Arsonist
0
CEO
Haha. Maybe a mix of both?

Telehealth_2the_Moon
Notable Contributor
4
Director of Business Development
I love me my enterprise sales, long and drawn out sometimes, but you get to really partner with your customers which is nice. I also don't mind each sale covering 25-40% of my yearly quota.
Ace
Arsonist
1
CEO
That's a good cover tbh. You must be working on high ticket projects
Telehealth_2the_Moon
Notable Contributor
1
Director of Business Development
Definitely, the smallest pricing we can do for this service line is over 6 figures annually. 
Ace
Arsonist
0
CEO
Sheesh
Telehealth_2the_Moon
Notable Contributor
0
Director of Business Development
It's great when they close, but deals like that have a long cycle and when you have a dry spell, it is literally 0 coming in!
Ace
Arsonist
0
CEO
What's your average cycle time
Telehealth_2the_Moon
Notable Contributor
0
Director of Business Development
6-9 months
Ace
Arsonist
1
CEO
That's still not bad for a ticket size that big
CCISAP
Fire Starter
3
CEO
I love hunting and bagging ALL sales, but if I need to make the same effort on a $5M deal as I do to a $100k id rather whale hunt 
Ace
Arsonist
0
CEO
Nice strategy!
goose
Politicker
2
Sales Executive
No contest.  Strategic enterprise sales.
Ace
Arsonist
1
CEO
So you rather be left alone than compete 
goose
Politicker
2
Sales Executive
I'm not sure that's something I can answer.  I compete every day.
TheRealPezDog
Notable Contributor
0
Account Manager
And why can't we have both here? 
ARRisLife
Politicker
0
Account Executive
@Ace Are you thinking enterprise is less competitive ?
Ace
Arsonist
0
CEO
No, I am saying that why not both. Let's up the game lol
JuicyKlay
Celebrated Contributor
2
AM
Love the instant gratification of SMB but also the slow burn of Enterprise
Ace
Arsonist
0
CEO
Yeah, they've their own pros and cons if you will
Diablo
Politicker
2
Sr. AE
SMB, decision is quick.
34fifty
Valued Contributor
1
Team Lead
Love the fast pacedness of SMB Sales. Felt more like a hustle. 
Ace
Arsonist
0
CEO
Same, but a lot of people seem to be loving enterprise sales
MsTech
Executive
1
Business Development Executive
I love the smell of freshly drying "docusign" ink on a 6 to 7 digit deal. 
Ace
Arsonist
1
CEO
Haha thats the way to put it
MsTech
Executive
0
Business Development Executive
😉
breezyboiii
Politicker
1
Sales Boiii
Done both, but enterprise sales would take the cake. it just has that stereotypical look and feel of a 'proper' sales cycle and commission
Ace
Arsonist
0
CEO
Yeah that makes sense
JECU
Opinionated
1
Account Manager / Co-Founder
Enterprise for sure. Longer sales cycle but def more time to build that relationship and figure out if you are really a good fit/solution.  A lot less likely to churn at renewal since you are more entrenched, especially if your comp’ed this way.
Ace
Arsonist
0
CEO
That's a good perspective. I was always thinking SMBs are a great sell due to their short sales cycle but this makes me motivated to keep chasing big accounts
IYNFYL
Politicker
1
Enterprise SaaS AE
Based on selling both in the past, usually SMB outsources many solutions due to lower staffing. Love to hear others thoughts based on different Verticals!
Stoplight_sales
1
Account Executive
Mixture of both! SMB lets you snag those quick wins that keep your spirits up, and Enterprise lets you flex your sales muscles a bit more and really get into the dirt that is sales. 
Ace
Arsonist
1
CEO
I agree with you. A balance is necessary here
bandabanda
Tycoon
0
Senior AE Mid Market
@Ace question for both of you. I’m a fairly new AE (about 1 year of experience), with no prior SDR experience.
Any suggestions on finding a company that can let you do a mixture of both likes you’re talking about?
I’m in SMB now but I feel like I need more of a challenge and want to learn more complex deal cycles and strategic selling.
Chonkonaut
Valued Contributor
1
CSAM of Luke Warm Chowder
SMB, you get to impact many people's lives. The impact is measurable, and you truly are contributing to a change that you can see and feel. Enterprise feels like a sick joke that reminds me of my research years in college.

Both are good in specific product areas and use cases. I'd choose the one with the great work-life balance and impact.
0
Account Executive
Hot take:

ENT Sales are best suited for those folks with some/a lot of established connections in their sector/industry/field, typically tenured reps in the biz, who've got the connections to play the 'long game'.

SMB Sales are best suited for folks who are relatively new/fresh in the biz but have got more energy/hustle to go gun-slinging / door-kicking thru many smaller deals.
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