Enterprise sales is about navigating an organisation; SMB sales is about demonstrating value quickly. Show that you can adapt your pace, messaging, and stakeholder strategy for each.
Strong answers contrast: longer cycles vs faster decisions, multiple stakeholders vs single decision-maker, procurement processes vs credit card purchases, ROI justification vs feature-driven, and relationship building vs transactional efficiency. Best candidates have experience in both and can articulate when each approach is appropriate.
Tests versatility and market awareness. Candidates who have only sold in one segment may struggle to adapt. Those who understand both can adjust their approach to the buyer's context.