Enterprise vs SMB sales cadence (why one size doesn't fit)
SMB cadences are shorter, faster, and more automated; enterprise cadences are longer, multi-threaded, and higher-touch across a buying committee. Matching the cadence to the deal size is half the battle.
Short answer: SMB and enterprise need different cadences. SMB deals are smaller, faster, and single-threaded, so run a shorter, more automated cadence (8–12 touches over 2–3 weeks) aimed at one decision-maker. Enterprise deals are larger and committee-driven, so run a longer, multi-threaded, higher-touch cadence (weeks to months) that works several stakeholders with tailored value. Blast an SMB sequence at enterprise, or hand-sell SMB like enterprise, and you waste both.
SMB cadence
- Shorter + faster: 8–12 touches over 2–3 weeks.
- Mostly automated, single channel-heavy with a couple of channels.
- One decision-maker.
Enterprise cadence
- Longer + multi-threaded: weeks to months, several stakeholders.
- Higher-touch + personalised per role (champion, economic buyer, user).
- Account-based — measure engagement at the account level.
The principle
Match touch intensity and thread count to deal size. One generic cadence starves enterprise and over-invests in SMB at the same time.
Autocloz runs both — automated SMB sequences and multi-threaded account-based plays — from one platform, on a free CRM.
> Start free — run the right cadence for each deal size from one place.