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3 Ways to Support Your Sales Team’s “Land and Expand” Strategy

  • Madison
  • Feb 5, 2021
  • 1 min read

April 19, 2018 | By Mike Ryan


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



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​Nearly five decades ago, our founder, Werner Haase, started Madison in 1975. Beginning as an incentive company, Madison had the first internet-based sales contest in 1995, followed a few years later by the first consolidated recognition web portal application.

 

Madison has evolved through consistent organic growth from a starter incentive company in the 1970s to a leading global social employee recognition and incentive company.  

Madison is a proud Employee Stock Ownership Plan (ESOP) company. Through our ESOP, employees earn shares in the company over time, creating an added retirement benefit that grows alongside Madison’s success. With ownership comes a deeper commitment in the work we do and the clients we serve.

 

Partnering with an ESOP company means working with people who truly care—because when we succeed, we all share in the rewards.

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info@madisonpg.com

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