“Land and expand” is vendor-centric. “Know and grow” is customer-centric. There’s a difference. Daniela Becker, Area Vice President Major Accounts EMEA at DocuSign, shares her secrets to success in enterprise sales. Tune in to learn how to set massive deals up for long-term wins – including the tactics that lead to record-breaking upsells.

Key Takeaways:

07:01 - The 3 elements to being an impactful sales leader

09:22 - What is "knowing and growing"?

11:48 - How to ensure you have the right success metrics with your buyers

18:25 - Criteria for entering a proof of concept

20:19 - Data Breakout: Successful POCs

24:33 - You're only as successful as your firs adoption

30:51 - How to find your passion project within your organization

43:58 - Micro Action: Land and expand KPIs

Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/

Connect with Devin Reed: https://www.linkedin.com/in/devinreed/

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Daniela Becker: https://www.linkedin.com/in/daniela-becker-8b41998/

How to “know and grow” your largest accounts