Enterprise companies approach sales for B2B a little different. There's a (1) structure and there's (2) talent. They can scale just because they can but they are also very wary of focusing their resources to the right people.

On the other hand, companies who are at SME stage may need more effort in tapping into different audiences to get a higher chance of closed deals.

However, ABM (account-based marketing) is a good way for both enterprise companies and SMEs to tackle the balance of resources and lead generation. If you need more help in structuring this for your company, you can book a call with me here on Clarify.