How to Build a Mid-Market Sales Motion with Steven Wright, Director of Mid-Market Sales at Synergis

B2B Revenue Rebels

Steve Wright leads mid-market sales at Synergis, where they help companies find and retain top talent in technology. After 25 years of primarily serving enterprise clients, Synergis saw an opportunity to expand into mid-market - and the results have been phenomenal.

The magic of mid-market is that it allows you to work directly with decision makers who have strategic, tactical and contract signing abilities all in one. They have less established buying processes, which can be a huge relief if your company doesn’t yet have a fully fleshed out enterprise motion.

In today's softer market, mid-market companies are still big because they don't have the internal resources to do everything in-house. While enterprise clients can often leverage existing teams, mid-market needs external support to drive transformation. This has led to Synergis's mid-market division hitting 107% of plan even as enterprise slows.

For companies looking to expand into mid-market, success requires deep domain expertise and the ability to be advisory rather than just a silver-tongued seller. The best salespeople combine enterprise best practices with consultative selling skills while continuously working on their output metrics.

Tune into the full episode to learn how to build and scale a successful mid-market motion!

HIGHLIGHTS:
0:00 Intro
1:00 Why mid-market?
3:12 Rewriting the enterprise playbook
8:08 Mid-market vs enterprise in 2024
10:31 Should you start selling into the mid-market?
16:33 Small vendors winning big deals
21:10 Best AI tools in 2024

Connect with Steve - https://www.linkedin.com/in/stevenwwright/

Connect with Max - https://www.linkedin.com/in/max-greenwald/

Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/