From SMB to Enterprise: 5 Best Practices for Modern Sales Teams

Why the Enterprise Shift Requires a New Sales Motion

Scaling from SMB into enterprise isn’t a “bigger version” of the same motion — it’s a fundamentally different operating system. Enterprise buying cycles involve more stakeholders, longer timelines, higher stakes, and outcome-driven scrutiny that SMB motions aren’t built to support. The way teams qualify, engage, demonstrate value, and align internally must evolve. 

But the shift doesn’t happen automatically. Enterprise selling requires leadership discipline, sharper cross-functional alignment, and an outcome-first mindset woven through every step of the customer journey. 

Here are five leadership moves that turn an upmarket shift into a repeatable, scalable motion. 

Watch the Full Conversation

Discover how Atlassian navigated the SMB-to-enterprise shift and what sales leaders often underestimate when they move upmarket.  

▶ Tune in to Episode 2 of #GrowthDecoded  

With Paul Williams, Enterprise Strategy Leader at Atlassian, and Paul Grant, COO of MarketStar. 

Closing the Gap Between Strategy and Enterprise Execution 

The jump from SMB to enterprise isn’t about bigger numbers — it’s about stronger alignment, outcome-led value delivery, and the ability to lead through accelerating change. The teams that win aren’t simply the fastest — they’re the ones who execute with clarity, consistency, and precision. 

MarketStar helps revenue leaders operationalize this shift with confidence. Our people-led, AI-enabled Sales-as-a-Service® model brings the specialization and execution framework needed to perform at enterprise scale. From aligning internal teams to demonstrating value at every stage, we help leaders turn complexity into predictable growth. 

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