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11min chapter
268 (Lead) How To Run a "Land & Expand" The Right Way (Eleanor Dorfman, ReTool)
30 Minutes to President's Club | No-Nonsense Sales
Mastering Land and Expand Strategies
This chapter examines a successful 'land and expand' approach, highlighting the integration of Retool within a specific business unit and its expansion throughout the organization. The discussion emphasizes the need for demonstrating ROI, establishing internal champions, and conducting effective deal inspections to maximize value. Additionally, it addresses the structured process of conducting deal reviews, emphasizing preparation, feedback culture, and the difference between deal and pipeline reviews.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode