Growing Your Existing Accounts: The "Land And Expand" Strategy.

In the world of B2B sales, landing an initial deal within a large organization is an achievement worth celebrating. However, many sales professionals make the critical mistake of stopping there.

This is a big mistake.

They miss out on the golden opportunity that lies within the same account: expanding their footprint by moving into other departments, business units, or geographies, within the same customer organization.

You see, large organizations often operate in silos, with different departments working independently and to different KPIs from each other, even when they share common business goals and challenges.

Let’s say you’ve closed a deal in one part of the organization, but other departments remain untapped. This is a common scenario, and it’s one that represents an opportunity for sellers to lift their sales results and hit their quota.

But, it also represents a challenge in terms of execution. You can’t just wing it. Without a structured approach to account expansion sales teams frequently:

• Struggle to demonstrate their relevance to the organization as a whole, beyond the initial buyer.
• Instead, rely on cold outreaches to other business units in the same organization, neglecting the trust and credibility they’ve already established.
• Miss the opportunity to grow the account and the chance to create broader value for the client organization.

The result…? Stalled growth and underutilized revenue potential.

Turn That First Account Success Into A Cascading Wave Of New Business!

By leveraging the trust and credibility you’ve already built with your initial buyer, you can gain access to new decision makers, influencers, and stakeholders across the same organization.

How do you do it?

The answer lies in mastering the "Land & Expand" strategy. This particular version is based on leveraging Referral Selling principles.

Referral Selling, traditionally used for generating leads outside of an account, is also a powerful tool for expanding within one.

However, this approach isn’t merely about closing more deals; it’s also about building bridges within your account and positioning yourself as a trusted long-term partner to the business as a whole.

Let’s Talk About Your Account Expansion Plans - Book A Call With Peter Strohkorb

Did you know there are Six Steps to implementing your “Land and Expand” strategy?

Read on about all six Steps here...