30 Minutes to President's Club | No-Nonsense Sales Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame
34 snips
Feb 24, 2025 
Eleanor Dorfman, Head of Sales at Retool and a proven leader in customer success, shares her insights on effective sales strategies. She discusses the power of a segmented team structure that allows for focused acquisition and expansion. Eleanor also highlights the importance of late-stage deal management, advocating for mutual action plans and strong collaboration between pre-sales and post-sales teams. Tune in for actionable tips on enhancing retention strategies and fostering a supportive team culture that drives performance!
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Programmatic Deal Inspection
- Programmatically inspect your most important deals, not just the largest ones.
- Use Slack notifications for $50K+ deals at stage 3 and 5 to trigger deal reviews.
Retention-Based Compensation
- Align pre-sales and post-sales incentives by incorporating retention into AE comp plans.
- Tie a percentage of variable comp to retention rate or add churn to quota.
Cross-Functional Alignment
- Maintain alignment as your sales team scales by implementing regular cross-functional stand-ups.
- Share progress updates, focus areas, and celebrate successes (weekly chops) and failures (weekly flops).