Feras Alhlou explains why your pitch needs to change depending on who you're selling to. SMBs and enterprise clients sit on a continuum, and you have to adjust your language, depth, risk considerations, and timelines for each.
When I talk about SMB on one side and enterprise on the other, understand this is a continuum. It's not binary. Speaking to a solo insurance practice owner is different from speaking to a VP at a 100% regional insurance carrier, and that's very different from presenting to a director at a national insurance carrier. Different complexity, risk tolerance, and timelines. Adjust your language, your depth, and your expectations accordingly.
