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Land And Expand: 5 Strategies To Drive New Revenue From Your Customer Accounts

Land And Expand: 5 Strategies To Drive New Revenue From Your Customer Accounts

Did you know the probability of selling to a new prospect is as low as 5%, while selling to an existing customer is as high as 70%? Land and expand strategies sound like a no-brainer.

So, why isn’t every sales team using this approach?

This webinar dropped best practices from ABS leaders to make your business model sticky; spend less time on attracting new prospects, and more time on deepening the relationships that matter.

Discussion topics

  • How to identify the right accounts to focus on

  • How to broker relationships with untapped opportunities within enterprise accounts

  • What to look for when tracking buying patterns to predict cross-sell and up-sell opportunities

  • ABS motions and messaging that have worked for other high-growth businesses

Key Takeaways

  • Enabling your team to get into the right mindset. In enterprise selling you need to be asking yourself these questions: How do I enable this buyer? How do I get audible ready so I can explain the problem, solution, and value I’m delivering? Am I equipped with the right case studies and set of slides?

  • Tactics to upselling and cross selling: educating people to how other folks are using the product, mine your usage dashboards (data-backed upselling!), and build trust!

  • How to broker relationships with untapped opportunities within enterprise accounts: create groundswell from multiple people, rinse and repeat to other people in the organization, and identify whitespace with account hierarchies.