From the course: Customer Success Management Fundamentals

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Customer success and land and expand sales motions

Customer success and land and expand sales motions

From the course: Customer Success Management Fundamentals

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Customer success and land and expand sales motions

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(bright music) - There is a concept in sales called sales motions. A sales motion could be likened to a sales strategy, and two common such motions or strategies are land and expand. The land sales motion refers to the strategy of winning a new customer, or even if it is an existing customer, of winning new business from that customer, i.e. selling something to the customer for the first time, something that they've never purchased before. So the expression land is referencing the concept of fishing where the angler catches and lands a fish. It's a brand new fish which can now join the others that the angler has caught which are safely in the angler's net. The expand sales motion refers to the strategy of enlarging revenues by selling more of the same thing to an existing customer. So again, going back to our software as a service example from earlier, we might land a customer with a 2,000-user software license in the…

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