Ehsan Vohra

If you are tasked with taking the sales function up market in an existing business structure, here are some pieces of advice that you may find helpful: 1. Understand your target market: Start by researching the market that you are trying to move into. Who are your target customers? What are their needs and pain points? What are the trends and dynamics of this market? Once you have a good understanding of the market, you can develop a sales strategy that is tailored to the needs of your target customers. 2. Develop a value proposition: Based on your research, develop a clear value proposition that sets your business apart from competitors in the market. This should be a clear statement that describes what your business does, how it helps customers, and what makes it unique. 3. Focus on relationship-building: Up-market customers tend to have more complex needs and longer sales cycles than lower-tier customers. As such, it's important to focus on building strong relationships with customers and prospects. This can involve personalized outreach, attending industry events, and developing thought leadership content. 4. Invest in sales enablement: To be successful in up-market sales, your sales team will need to be equipped with the right tools and resources. This may include training on how to sell to higher-tier customers, access to customer data and analytics, and the use of sales automation tools. 5. Measure and optimize: As you start to implement your sales strategy, make sure to measure its effectiveness and adjust it as needed. Track metrics like customer acquisition cost, win rates, and deal size, and use this data to optimize your approach over time. Remember that taking the sales function up market can be a long-term process. Be patient and persistent, and focus on building relationships and delivering value to customers.