268 (Lead) How To Run a "Land & Expand" The Right Way (Eleanor Dorfman, ReTool)

30 Minutes to President's Club | No-Nonsense Sales

ACTIONABLE TAKEAWAYS:

1. Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp.
2. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first.
3. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process.
4. Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday.

ELEANOR'S PATH TO PRESIDENTS CLUB:

- Head of Sales @ Retool

- Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment

- Global Head of Commercial Renewals and Retention @ Segment

- Head of Customer Success and Solutions engineering @ Clever Inc

RESOURCES DISCUSSED:

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