Land and Expand?

When it comes to sales, there’s a plethora of military buzzwords which never seemed to fit my selling persona.

Yes, the ever popular “land and expand” selling strategy.

And while it is the best way to grow biz, I prefer to see it as a deepening partnership rather than a hostile military takeover.

And how we go deeper is through a customer-led evolution of needs. With ARRow, it usually follows a pattern like this:

▶️ Initial pain point (a.k.a level 1️⃣): A need to fix/start reporting on their recurring metrics in a more standardized way.

⏩ level 2️⃣ : Audit of historical data and reconciliation of inaccuracies once ARRow has re-processed the Salesforce opps and proven to be accurate.

⏭️ level 3️⃣ : Go forward plan on where data is coming from, how it’s inputted, maintaining a clean database, automations

Through this evolution, the trust goes deeper as we solve more and more needs through collaboration and providing expertise.

I know it might seem like semantics but I’d much rather be seen as a trusted partner than an invader! And when we get customer quotes like this one, it validates that path for us.

Is it just me?