![]() Holding certain sales teams accountable to those products while dedicating other sellers to legacy products will help you shore up success on all sides. You’ll want to make sure that the newer, smaller products don’t get lost in the mix. This often makes sense for large companies that have a mix of legacy products and new, smaller ones (often from acquisitions). ![]() This approach makes sense as you expand into a global presence, because you’ll need to identify the best practices for different local needs, with an emphasis on the unique languages, business pains, and cultural nuances in each place. One targets large companies for a relatively small number of high-value deals, and the other targets small and medium businesses (SMBs) for lower-value, higher-volume deals. This allows you to split your sellers into two different selling approaches. ![]() ![]() These segments commonly break down to enterprise companies versus small and medium businesses. The type of sales strategy you choose begins with how you group your target customers - typically by size, region, product, or industry.
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