It’s rare that a company starts its life focused on selling to the mid-market (which we’ll define as companies with $100 million to $500 million in revenue). Most start focused on the Fortune 500 – a market easy to define and quantify. But at some point, a company will look at the mid-market to maintain growth. Here are some tips and common mistakes to avoid in selling to the middle.
The time I spent selling sales training to the mid-market was some of the best of my career. Not only was I dealing directly with CEOs or owners (the true decisionmakers), helping them solve real business issues, but we could actually track the impact our training had on the business. As for the client who was wrestling with where to spend his $30,000, he ended up investing it with us in training his salespeople and managers. With the growth we helped create, he was able to buy a bigger boat.