30 Minutes to President's Club | No-Nonsense Sales
268 (Lead) How To Run a "Land & Expand" The Right Way (Eleanor Dorfman, ReTool)
Nov 28, 2024
Eleanor Dorfman, Head of Sales at Retool, has a remarkable track record, growing the company to $100 million ARR in just four years. She shares insights on structuring sales teams to maximize both acquisition and expansion. Eleanor discusses the importance of a 'land and expand' strategy, emphasizing internal advocates and demonstrating ROI. She highlights systematic deal inspections and a consistent review rhythm to keep the sales pipeline efficient. Plus, learn how structured compensation plans can enhance customer retention and align team incentives.
39:00
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Quick takeaways
- Implementing a structured approach to deal inspection ensures accountability and preparedness for significant deals at critical stages.
- Integrating retention into compensation plans incentivizes collaboration between teams, promoting client satisfaction and long-term loyalty.
Deep dives
Programmatic Deal Inspection
Establishing a structured and programmatic approach to deal inspection is essential for maintaining a well-executed sales process. Inspections are initiated at critical deal stages, specifically when a deal over $50,000 enters stage three or stage five. Early stage reviews address key factors such as readiness for proof of concept and understanding the competitive landscape, while late-stage reviews focus on mutual action plans and risk mitigation before closing. This approach not only helps to ensure that the team is prepared but also fosters accountability among team members in advancing significant deals.
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