A checklist for scaling from SMBs to the Enterprise

1. Hire a salesforce capable of the Committee or Consensus Sale
2. Build your Ideal Customer Profiles
3. Figure out why and how your offering is uniquely positioned to solve the problems of your ICP
4. Figure out your target accounts
5. Build an ABM capability
6. Hire the BDRs and SDRs in sales to work in partnership with the field marketers
7. Build the tech stack
8. Pricing and Packaging
9. Content, Case Studies and Thought Leadership
10. PR, analysts, article placement

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