In my time in Sales I have worked selling to enterprises and also to small and medium sized businesses. I believe there to be a fairly big difference in selling to the two. Having said that, occasionally the same tactics one may use with SMB’s transfers accross to enterprise sales, but only on the odd occasion. Particularily around creating urgency.

When dealing with SMB’s, your obviously dealing with small amounts of cash, $5,000 – $50,000 usually… Therefore, you can afford to be more pushy in your approach. More “salesy,” when dealing with enterprises you need to be more consultative in nature.

I felt like I was a true Salesperson when dealing with SMB’s as opposed to enterprise clients. It felt often, with RFPs and such, like I was a real estate agent in a way… Unable to really move the Sale from my own personal sales skills… In terms of persuasion. Enterprise sales fell like you just need to be in the right place at the right time and organised, as opposed to being great at handling objectives and persuasion.