Fortune 500 company. While a big sale can help a team reach its annual quota, it's difficult at best to close a big deal without a big deal. Established relationship. Unless you also work for a fortune 500 company, it may be more realistic for marketers and sales teams to target small and medium-sized businesses (smbs). It makes sense to focus on smes, as this group often needs the most help and could greatly benefit from your services. Keep in mind, however, that this group often has less money to spend, which means their purchases are smaller. It takes more sales to really make a difference to your bottom line. Still, marketers can often find the most Success with middle market sales. Midsize businesses generally have the same needs as enterprises, but smaller business budgets. If you target several successfully, your company mailing list sales team could close a number of decent-sized deals. Read on to find out why mid-market sales are an important part of your marketing strategy and how you can convince those customers to keep buying. Why middle market companies are an important audience mid-market sales may not be the largest business deals signed each year, but these types of sales may be more common than you think. Idc considers medium-sized companies with between 100 and 999 employees. In the it sector, this segment is expected to account for around two-thirds of all smb sales by 2021. This represents over $400 billion in transactions. Additionally, the business landscape is constantly changing. Many of the biggest and most successful companies in the world started out as startups and mid-sized companies before reaching the level they are today. And some companies that seem to be successful may not be. Cnn reported in 2016 that half of the companies that made up the dow jones in 1995 no longer existed 20 years later. Some of these companies merged with others to form new brands, some went out of business, and some just didn't exist yet.