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