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.
In this session, Coby Berman, current Co-founder and COO of Radar and former Director of Sales at mParticle, will share his expertise on what you need to do in order to set your team and your company up for success selling to Enterprise.
1. What’s at the core of the differences between selling to Enterprise vs. SMB.
2. What changes do you need to make to the structure of your sales team as you move up market.
3. How do your sales processes need to evolve to support enterprise sales.
RevGenius is excited to partner with Momentum for this value added training!