Selling into enterprise: A practical guide for B2B SMEs

Learn how to win enterprise deals with a stronger proposition, multi-threaded selling, and the practical tools to speed up and close with confidence.

What you’ll learn

• Decide whether enterprise is the right route now, and what must be in place before committing time and runway to it.

• Build a sharper enterprise point of view that answers Why Change, Why Now and Why Us, backed by the cost of staying put.

• Use champions, multi-threading and a mutual action plan to keep larger deals moving and reduce drift through procurement.

Description

Enterprise deals can transform an SME, but they punish weak propositions, single-threaded selling and late stage surprises. This practical session shows what enterprise ready actually looks like, across four areas: a point of view that opens doors, trust with larger buyers, account penetration beyond a single contact, and deal control that holds momentum through procurement and paper process.

You will learn how to judge whether your business is genuinely ready to sell into enterprise now, how to adapt your message for innovation opportunities versus known problems in more mature markets, and how to use simple tools to reduce get first meetings, manage the deal, reduce sales cycle length and make it more likely the deal will advance and close.

The aim is not to make enterprise selling look easy. It’s to make it legible, so smaller businesses can prepare properly, choose the right route, and avoid the delays and wasted effort that affects most first attempts at selling upmarket.

 
Looking to learn something new before your next live event? Explore our on-demand video library and access over 30 bite-sized videos packed with practical advice and expert insights.

Speakers

Charles Talbot
Founding Partner, Closing Foundry

Charles Talbot is Founding Partner at Closing Foundry, where he helps founder-led B2B software teams move from founder-led sales to a repeatable sales motion, and helps sales leaders professionalise their approach through strategic sales enablement. His work focuses on the underlying sales infrastructure: stage exits, qualification, deal control, guided selling and the weekly operating cadence behind pipeline quality and forecast accuracy. Charles has built GTM programmes, AI and CRM-based playbooks, and sales and buyer enablement systems for early-stage and scaling teams, across CX, CCaaS, Martech, Fintech, AI-tech, Compliance and Adtech in the UK, EMEA and US. He is particularly focused on helping founders and early commercial teams turn messy sales activity into a system the team can actually run.

 
Douglas Mancini
Enterprise GTM Turnaround Operator, Closing Foundry

Douglas Mancini is an enterprise GTM turnaround operator who helps leaders rebuild teams, tighten pipeline-to-forecast rigour and win must-win deals across the UKI and EMEA. His experience spans large-enterprise sales leadership, start-up go-to-market design and key-account growth across software, cloud and infrastructure. Douglas is one of the few sellers globally to have closed several nine-figure deals, has rebuilt enterprise sales teams and installed operating rhythm from pipeline generation to forecasting, delivering results including 85% forecast accuracy and major lifts in pipeline generation and close rates. He has also designed go-to-market functions for start-ups, scale-ups and enterprise, helping build sales, marketing and partnerships to secure first significant revenues.