As you move from small business to enterprise sales, the sales cycle gets longer and you go from selling to one owner to navigating multiple executives with different budget authority. Walk into every meeting knowing who's there, what they care about, and why they matter.
As you go from selling to small businesses to like mid-sized businesses into the enterprise, the sales cycle is going to be different and the number of decision makers will proportionally increase. If you're selling to a small business owner, it's typically just one decision maker, money out of their pocket, as we used to say. When you sell to the enterprise, it's money out of budget, which is a good thing, but then you might have the CFO involved, the VP of marketing involved, the VP of IT involved. So don't go into a meeting cold. To the extent that you can prepare, understand who's attending, their titles, their roles.
