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Running the Enterprise Playbook: Land and Expand, and More with Envoy's Head of Enterprise Sales
Running the Enterprise Playbook: Land and Expand, and More with Envoy's Head of Enterprise Sales
1.
Running the Enterprise Playbook
Land and Expand & More
Sarah Lash
Head of Enterprise
Envoy
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2.
Tripled AE team from 5 to
17 with just two managers
in six months
Metrics that Matter
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3.
Land & Expand
● Multiple Departments
● Multiple Locations
● De-Centralized Procurement
● Transactional Business Engines
It’s And Not Or
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Discover & Descend
● C-Level Engagements
● Value Partnerships
● Cross Departmental Selling
● Centralized Purchasing
● Annual + Sales Cycles
4.
● Current Needs
○ Backfilling with Success
○ Pipelining Candidates
● Mid Term Needs
○ Risk Tolerance
○ Retention Programs
● Future Needs
○ Recruiting above current
talent needs
Hiring for Growth
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5.
● Cross Departmental Participation & Commitment
● Develop a Process that works for the team
● Accountability to Review
Account Based Planning
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6.
● Measure, Balance & Manage
○ What is your Ideal Customer Profile?
○ How are you measuring this for Territory Development?
○ How do you balance this across territories?
○ How often will you re-evaluate for change?
● Communicate Clear Rules of Engagement
○ Over-communicate to the team
○ Cross team resolution of issues
○ Utilize leadership/ops for final decision making - only when necessary
● Geographic vs. Named Account
○ Multiple tiers of reps
○ Goal to focus reps time & sales energy
Territory Development
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7.
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8.
The Enterprise Playbook Quick Refresh
1. It’s top down and bottoms up selling - not one or the other!
2. Recruiting and Retention - Coaching & Development
3. Territory Planning, Account Planning & Tiered Reps
4. Vision & Values Drive it All Together
My Top Takeaways
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9.
THANK YOU
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