In Sales 101, we learned that selling to SMBs vastly differs from enterprise sales. SMBs aren’t just scaled-down versions of their enterprise counterparts, in the same way, that large companies aren’t simply full-blown versions of small businesses. These are two very different creatures, each with its own unique characteristics, separate needs, and (consequently) distinct sales philosophies.

In today’s infographic (and in the rest of this blog post), we’ll compare selling to SMBs vs. selling to enterprise customers and find out how the two approaches contrast with each other in terms of pain points, business objectives, buying process, decision makers, messaging, and ideal tactics.

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