ChangeTheChannel
Good Citizen
9
Channel Sales Manager
Land and expand, baby.

It's how Enterprise accounts are often won. It's also why Customer Success has become such an integral part to the sales org, especially over the last 5 years or so.
atxsalesguy17
Fire Starter
2
SMB Account Executive
Triple tap on this one! If the product sells itself, you'll have all of it in no time! Just make sure you have an executive champ and a mid level champ
Spade
Arsonist
1
Global Business Development Manager
Truth - Patience and consistencyย 
MMMGood
Celebrated Contributor
1
Senior Account Executive
+1 Land & Expand. Assuming you get to keep the account after you land.ย 
slaydie
Big Shot
1
Account Executive
Totally agree! I'd take any deal I could with an Enterprise account. The biggest challenge is getting in (and getting through procurement). Do it and then expand!
Coffeesforclosers
Notable Contributor
1
Director Sales and Market Development
100% buy that business when you can. Logo name dropping will open many doors, get the logo but make sure you dont sign away the right to name drop them. Bigger the logo, shittier the legal and ability to use their name or logo on your material
YoungMoney
Good Citizen
1
Director of Sales
I agree with @ChangeTheChannelย 100%. I'd only add a question, @Spadeย - "Is the big name/logo getting a less of a service OR are they getting an insane discount?"ย 

I've seen companies struggle when they are expanding their overall business and take on a massive logo, that needs a ton of bandwidth, and they've discounted so low, they can't manage the account. So in order to keep the "big fish" happy, you could take resources away from your "small to mid-size fish"...

...don't undermine your value or your company value to get the deal, but opening a door is usually a great thing!
Spade
Arsonist
0
Global Business Development Manager
It's definitely the matter - giving them an insane discount to name drop their partnership with us.

very wise advice thanks for sharing ๐Ÿ™๐Ÿผ
Blackwargreymon
Politicker
1
MDR
Land and expand, baby.
Cyberjarre
Politicker
0
BDR
I definitely read them.....deleting them is another story...
Error32
Politicker
0
ISR
Same here! Plus I send emails to myself as a to-do list
13
Deal Story
SalesSage closed a deal for $19.0k to the Packaging &innovation department
It took a few months and my initial contact and relationship was different than actual purchaser. They have since repeated the purchase for same value. Since have worked at wider and deeper to reach ot...
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Ma
Fe
+8
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Members only
Deal Story
youKNOW closed a deal for $208.6k to the Purchasing, production departments
This deal took a couple months of putting together. I'm sure everyone has heard about the chip shortage in the automotive space. Lots of companies are forced to try and find stock wherever they can and...
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Ca
Cy
+28
25
Members only
Deal Story
SalesPharaoh closed a deal for $185.4k to the Procurement, Routing departments
Hey there, same company i talked about managed to keep the convo going and get another big payday month out of them especially after a slump from July when they only bought 64k worth of service. New re...
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Ca
Mr
+20