“Land and expand” is vendor-centric. “Know and grow” is customer-centric. There’s 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 – including the tactics that lead to record-breaking upsells. Key Takeaways:07:01 - The 3 elements to being an impactful sales leader09:22 - What is "knowing and growing"?11:48 - How to ensure you have the right success metrics with your buyers18:25 - Criteria for entering a proof of concept20:19 - Data Breakout: Successful POCs24:33 - You're only as successful as your firs adoption30:51 - How to find your passion project within your organization43:58 - Micro Action: Land and expand KPIsWant 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/