Going up market isn’t just a sales strategy—it’s a shift in how you execute. In this episode, John and Travis explore what it really takes to pursue larger deals, from refining your value proposition to navigating the emotional dynamics of enterprise sales. They dive into the power of upselling, how travel and community shape business perspective, and the key metrics that guide smart growth. Whether you’re in SaaS, services, or another growth-minded business, this conversation will challenge how you think about execution and scale.
Chapters
10:38 – Traveling and Its Impact on Perspective
11:05 – Understanding Annual Contract Value (ACV)
12:03 – Strategies for Increasing ACV
16:45 – Key Metrics for Going Up Market
19:57 – Cohort Analysis and Its Importance
24:58 – Evaluating the Decision to Go Up Market
30:08 – Challenges of Enterprise Sales
38:17 – Upselling Opportunities and Growth Strategies
The Dataliction Podcast—where data meets action. We break down analytics, share real-world stories, and give you the tools to turn your data into decisions that drive real growth. Follow us and keep the conversation going. Enjoy this episode? Leave a review and share it with someone who needs to hear it!
