Feras Alhlou explains the difference between selling to small businesses and enterprise customers. SMB sales are like one-on-one sparring, while enterprise sales are multi-round tournaments with judges, rules, and paperwork.
There's one assumption that is quietly sabotaging you. Just because you worked in corporate or understand it or interacted with it, it doesn't mean you can sell to it. I'll give you an example from my martial arts experience. Selling to an SMB, small and medium-sized businesses, is like a pretty short one-on-one sparring session. Selling to enterprise is like competing at a tournament with judges, rules, paperwork, and multiple rounds. Same basic actions, very different arenas.
