How to know and grow your largest accounts
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\\u201cLand and expand\\u201d is vendor-centric. \\u201cKnow and grow\\u201d is customer-centric. There\\u2019s 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 \\u2013 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/
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