HomeResearch Articles A Chief Sales Officer's Guide to Moving From SMB to Enterprise Sales

A Chief Sales Officer's Guide to Moving From SMB to Enterprise Sales

  • Many chief sales officers (CSOs) of companies focused on the small and medium-sized business (SMB) segment are asked by their CEOs and boards of directors to penetrate the enterprise segment as a means of sustaining or accelerating revenue growth
  • While the allure of selling to enterprise companies is compelling, many C-suite leaders underestimate the costs and complexity of making the shift to the enterprise segment
  • Failing to successfully transition from the SMB segment to enterprise results in resource waste that can hurt an organization’s ability to compete
You must log in to client portal for full access to this content. Login

Take Action

Not a SiriusDecisions Client?