115: Go for Broke or Land and Expand - with Vijith Kumar Nandanam

This week my guest is Vijith Kumar Nandanam, the super smart sales leader at Routematic. In this episode, we really focused on one important strategy decision that leaders need to make: should you 'Go for Broke' and sell as much as possible up front? Or 'Land and Expand' - just sign people up so that your foot is in the door, even at low levels, then you can upsell them later.

I have found this topic fascinating for some time now, so I loved the opportunity to discuss it at length with a season vet in the sales world like Vijith.

There are multiple PROs and CONs to each strategy, and I love the way this discussion led to the method that might be best for each type of company.

To learn more about Vijith and Routematic, visit: https://www.routematic.com/

Find Vijith on LinkedIn at: https://www.linkedin.com/in/vijith-kumar-nandanam/

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For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

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