If you think SMBs are easier to crack into, you are mistaken!
This week we dig into enterprise prospecting in the DACH region: how it’s different, why it can work better, and how to play it right.
Plus: our podcast episode with Jannis Ruß, who helps sellers crack enterprise accounts in DACH.
3 Key Differences Between Enterprise & SMB Prospecting
1. Sales Cycle & Buying Group
Enterprise deals typically involve 6–10+ stakeholders and take 6–12+ months to close. SMB deals often wrap up in 1–3 months with 1–2 decision-makers.
2. Value Perception & Risk
SMBs buy for speed and immediate ROI. Enterprises buy for scale, long-term ROI, risk reduction and integration.
3. Outreach & Personalisation
For SMBs, volume and speed win. For enterprise, highly tailored outreach, multi-threaded contact and trust building are essential.
3 Hacks to Crack Enterprise Prospecting in DACH
Hack 1: Data-Driven Personalisation
Go beyond the company’s name. Use tools and sources to uncover: recent strategic initiatives, acquisitions, leadership changes, and alignment with your solution. Lead message with: “I saw you’re doing [strategy/initiative] and I’d love to explore how we helped [peer] achieve [outcome].”
P.S. If you're not sure which tools work, reach out to [email protected]
Hack 2: Multi-Thread Early, Not Late
Don’t wait until the demo to involve multiple stakeholders. Overlay your outreach so you’re not just talking to one person but mapping the network early. Use triggers like “I saw your CEO announced…” or “your IT-security lead commented on…” to open doors across functions.
Hack 3: Build Trust Before You Sell
In DACH especially, trust is not optional. Use third-party voice (case-studies, peer introductions) and slow your cadence to match their rhythm. Focus your first meetings on understanding their ecosystem, not pitching yours.
Podcast Episode:
Mastering Enterprise Prospecting with Jannis Ruß
In the recent Sales in DACH Podcast, Jannis shares:
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Why enterprise prospecting can feel easier than SMB outreach when done right
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How to write messages that feel truly personal and relevant
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His bottom-up vs top-down account strategies that actually work
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The cultural expectations and nuances in selling to DACH enterprises
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Why SDR experience can make for stronger AEs in the enterprise space
Our Event is TOMORROW 🤯
Want to stand out before you land in the meeting room?
Join us tomorrow for a live session with Christian Krause (ex-Salesforce, Founder @ QuotaLeague), and Helena Klaus. We’ll cover:
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What type of LinkedIn content actually drives meetings (not just likes)
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How comments and DMs turn into discovery calls
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Why most social-selling fails in DACH and what works instead
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Real content examples that converted into enterprise meetings
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Bonus VideoSelling hack to push pipeline in Q4
And finally... our Quick Win Challenge for you
Choose one large account you’d love to crack this quarter.
Rewrite your outreach using the three hacks above.
Log who you’ll contact in multi-thread within your target org.
Track responses. And tell us how it goes! ✨
Your Sales in DACH Team ❤️
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