ACTIONABLE TAKEAWAYS:Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp.Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first.Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process.Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday.ELEANOR'S PATH TO PRESIDENTS CLUB:Head of Sales @ RetoolGlobal Head of Commercial Retention & Regional Director of Commercial Sales @ SegmentGlobal Head of Commercial Renewals and Retention @ SegmentHead of Customer Success and Solutions engineering @ Clever IncRESOURCES DISCUSSED:Join our weekly newsletterThings you can steal