Sales Glossary > Land and Expand

Land and Expand

Land and expand is a sales strategy that implies closing a smaller initial deal with the lead so you can later grow your footprint through upsells.

The strategy is based on the idea that your current customers are your best source of revenue. Thus, it prioritizes exceptional customer experience and nurturing long-term relationships over closing a one-off deal.

This process is also often referred to as account development and is typically used in SaaS sales.