#430 - Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame

#430 - Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame

ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process. Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 

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#512 - Leadership Masterclass: The Sales Management Operating System

#512 - Leadership Masterclass: The Sales Management Operating System

🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT Sales managers: No one ever teaches you how to do your job. If you've ever wondered... Why are my pipeline review...

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#511 - $3k vs $30k vs $300k Sales Close

#511 - $3k vs $30k vs $300k Sales Close

Mark's Kosoglow's Sales Leadership Course Armand Farrokh reveals how to close a $3K, $30K, and $300K sales deal — and why each one needs a different approach. He breaks down the five buyer agreemen...

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#510 - Here’s my $250M ARR Sales Management System

#510 - Here’s my $250M ARR Sales Management System

🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT Sales managers: No one ever teaches you how to do your job. If you've ever wondered... Why are my pipeline review...

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#509 - Sales Hiring Secrets No One Talks About

#509 - Sales Hiring Secrets No One Talks About

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#508 - I Got Promoted to VP of Sales at 29. Here’s how.

#508 - I Got Promoted to VP of Sales at 29. Here’s how.

This Is Why Everyone Else Is Getting Promoted Faster Wondering why you’re stuck while your peers keep getting promoted? It’s not about tenure or luck—it’s about strategy. In this video, we break down...

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#507 - Creative deal structure that buyers can't resist  | Mark Kosoglow

#507 - Creative deal structure that buyers can't resist | Mark Kosoglow

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)

#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#505 - The Most Confusing Objection in Sales

#505 - The Most Confusing Objection in Sales

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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