Selling to larger companies will always allow you to sell at a higher price. Small companies make their buying decisions on a far more personal level. The trade-off is that the small company customer will be less likely to stop using you because they are more personally involved. Large companies have a higher cost of entry because it takes longer to penetrate into the customer’s buying decision level. Therefore, it’s important to make sure you allocate the proper amount of time to be able to close a large customer.

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