Is Selling to Big Clients Really Different From Small Ones? — Transcript

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1. 0:00All right. George Paladichuk.
2. 0:03These names are wild. All right, is
3. 0:05selling to enterprise clients the same
4. 0:06as selling to SMB just different
5. 0:07messaging? Uh, not really. So, I'll get
6. 0:11This is really good. So, the difference
7. 0:13between selling to enterprise and
8. 0:14selling to SMB is actually the sales
9. 0:16conversation itself is not that
10. 0:18dissimilar. It's just that you have to
11. 0:20do it 10 times in a row. So, it's kind
12. 0:22of like you sell person A to get you to
13. 0:24person B and then you sell person B
14. 0:25using the same pitch to get you to
15. 0:26person C. You sell person C to get you
16. 0:28to person D and then finally person D is
17. 0:29the decision maker, right? Then you get
18. 0:31the sale. And so, that is the big
19. 0:33difference and I think there's a lot of
20. 0:34smoke and mirrors around enterprise
21. 0:35sales being like it's a longer sales
22. 0:36cycle. What it really just means is you
23. 0:37have to sell more people on the same
24. 0:38thing.
25. 0:40That's what it is.
26. 0:41And so, I would not overly distract
27. 0:43yourself about like oh, enterprise sales
28. 0:44is X Y or Z. You just have to do certain
29. 0:46amount of outbound to get someone on the
30. 0:48hook to respond and then once you get
31. 0:50your foot in the door, you get an
32. 0:51internal champion which just means that
33. 0:52person refers you to somebody else who
34. 0:53has more authority than or has control
35. 0:55over the budget so that they can say yes
36. 0:56and then give you money. But you're
37. 0:57basically doing the same conversation 10
38. 0:59times. Now, like there's this magic arc
39. 1:01that you cover all this stuff, all the
40. 1:02key holders and decision They have all
41. 1:04these terms, right? But it's just you're
42. 1:06going to you're going to pitch a lot of
43. 1:07people to get 20 people to say yes to
44. 1:09make one big sale. That's the
45. 1:10difference.
46. 1:11Okay, I think that's pretty good
47. 1:13simplification for a lot of people.
48. 1:15>> [cough]
49. 1:16>> All right.
50. 1:18Um,
51. 1:20Savannah, which one you want to do?
52. 1:22Which one you feeling? If you like this
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54. 1:24wants to break through your current
55. 1:25revenue ceiling, I distilled every
56. 1:26lesson from scaling 10 businesses past
57. 1:2810 million and three businesses past 100
58. 1:30million into a completely free scaling
59. 1:32roadmap that I've used to go from zero
60. 1:34to one, zero to 10, and zero to 100
61. 1:36plus. And so, you can click here and you
62. 1:37can check it out. Again, absolutely free
63. 1:39and since you're a business owner, I
64. 1:40appreciate you and uh, enjoy.