A smaller reseller told me to stop chasing enterprise accounts and focus on mid-market companies instead

I spent six months going after Fortune 500 leads at my last job, and got nowhere. This guy at a conference in Cleveland said I was wasting time on accounts that would never return my calls. Has anyone else found more success by targeting smaller businesses in your space?

2 comments

2 Comments

averywright7d ago

That guy in Cleveland was absolutely right. I wasted a full year chasing these huge enterprise deals and got nothing but silence and automated rejection emails. Mid-market companies actually pick up the phone, they answer their own emails, and they can make decisions way faster. I switched to targeting companies with 50 to 200 employees about eight months ago and my close rate went from maybe 5 percent to over 40 percent. The funny thing is those smaller accounts often need the same solutions but they don't have the red tape and procurement committees that kill every deal. You'll actually build relationships with real people who appreciate your help instead of getting lost in some corporate black hole.

abbychen7d ago

That's the thing about mid-market, they actually have problems they need solved right now instead of just kicking tires for six months. You trade the prestige of closing a big name for actually making money and helping people who appreciate it.