The typical salesperson is often focused on prospecting new clients rather than driving value for existing customers. By passing off clients after the sale, they miss opportunities to reduce churn, increase profits, and create a meaningful customer experience. However, some companies have reimagined their account executive roles to prioritize both closing deals and managing accounts post-sale. This approach involves leveraging a "land and expand" sales model, where AEs focus on providing thoughtful recommendations and building long-term relationships with customers. By doing so, companies can decrease churn rates, increase annual contract value, and create a customer-centric culture that drives growth. Ultimately, the success of this approach relies on having a team of salespeople committed to managing their accounts and identifying upsell opportunities for products or services that bring additional value to customers.