<ul><li>Specializing your sales team can lead to better results by allowing AEs to focus on what they're best at and build expertise in a specific segment.</li><li>Ways to specialize your sales team include segmenting by company size, geography, industry, deal size or ACV, and inbound vs. outbound.</li><li>Segmenting by company size such as SMB, Mid-Market, and Enterprise can help tailor sales processes to different segment needs and avoid wasting time on mismatched opportunities.</li><li>Starting with simple specialization like by company size and then gradually adding more layers of specialization as you scale can optimize efficiency and results for your sales team.</li></ul>

Dear SaaStr: How Should I Specialize My Sales Team?

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