What really changes when an organization scales from SMB to enterprise?
In episode 2 of #GrowthDecoded, Paul Williams, Head of Enterprise Strategy & Planning Solutions Sales, joins MarketStar’s COO, Paul Grant, to break down the realities of moving upmarket — from structural differences in buying cycles to the mindset shifts that make enterprise growth repeatable and scalable.
Join Paul as he dives into how enterprise sales demands stronger value proof, better organizational alignment, and a fundamentally new way of engaging customers. This episode reveals what signals indicate it’s time to move upmarket and how to stay outcome-first at every stage of the enterprise journey.
Highlights of the Interview
Enterprise Selling Is a Different Motion Compared to SMB
SMB motions can’t simply scale upward — the alignment, dynamics, and engagement required are fundamentally different.
Customer Expectations Often Drive the Move Upmarket
As companies scale, leaders at higher levels face different challenges and needs — naturally pulling sales conversations into enterprise motions.
Enterprise Execution Runs on Proof and Readiness
Sellers must meet customers where they are, validate readiness early, and align people, process, and technology across long buying cycles.
Leadership Mindset Matters More Than Ever
Enterprise growth demands a cultural shift: encouraging transparency, staying close to customers, and embracing a learn-it-all mindset.
AI Is Raising the Bar for Buyer Expectations
AI is accelerating how quickly buyers expect sellers to deliver outcomes, leaving sales teams in need of sharper intelligence to keep pace.
