ICP Targeting by Tier

Overview

"Small business," "mid-market," and "enterprise" are not just labels — they're fundamentally different businesses with different buying processes, different decision-makers, different budgets, and different expectations. A GTM motion that works for one tier will fail at another. This skill defines the targeting differences and builds tier-specific plays.

When to Use

• "How do I sell to small business vs enterprise?"
• "Define ICP by company size"
• "What's different about mid-market?"
• "Segment our GTM by tier"
• "SMB sales playbook"
• "Enterprise vs SMB ICP"