Selling to Small Business vs. Enterprise Clients: 7 Shifts for More Sales
I’ve seen too many consultants lose deals they should have won… simply because they didn’t adjust how they sell based on client size.
If you sell to a 20-person company the same way you sell to a 2,000-person enterprise, you will lose—not because your service is weak, but because the rules are different.
In this video, I break down 7 critical sales shifts you must make to win both SMB and enterprise clients:
- Short vs. long sales cycles
- Single decision-maker vs. buying committees
- Trust vs. institutional risk
- Fast cash vs. delayed payments
…and more.
I learned this the hard way after getting laid off with zero sales experience. Over time, I generated $70M+ in revenue, built an 8-figure consulting firm, and sold it to global media giant dentsu.
This is the framework I wish I had earlier.
If you’re trying to:
- Get your first consulting clients
- Move upmarket to bigger deals
- Close enterprise clients consistently
- Build a predictable consulting pipeline
This video will give you a practical playbook you can apply immediately.
