Moving Upstream

Moving Upstream

If you want to start selling to enterprise customers — the coveted large accounts with bigger revenues — it’s important to first consider exactly why you want to do this, and whether you should do it. If the reason is because you’re not doing well in SMB arena, then it’s time to reconsider, because struggling in a smaller market segment is not a good harbinger for success in a larger one. However, if your sales look good and you feel that a move upstream is the next natural expansion for your company, then you might be ready to explore a new market.

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