April 19, 2018 | By Mike Ryan
As global companies look to expand their B2B sales portfolios, many have adopted a strategy centered on the concept of “land and expand.” When executed properly, land and expand sales strategies make good business sense. They significantly increase revenue expansion within targeted customers and set the stage for a deeper and more prolific customer growth pattern.
So, how can today's organizations support their sales team's "land and expand" strategy?
In this month’s Performance Perspective we explore:
What “land and expand” sales strategies are
Spotlighting, targeting (and incentivizing) the right prospects
Motivating the “service side” of the business
Rewarding business expansion activities