FlintIronstag

Chief Marketing Officer

Advice Requested - Building Territories

Suh,

We're wrestling with adding outbound full-cycle reps and unlike previous hires who are fed leads, this team would beat the bushes. We are worried we're leaving money on the table by not having true hunters out there just grinding.

1 - is this a bad idea and;

2 - what's the best practice for building territories for bush beaters?

Thoughts?

🧠 Advice

🔎 Prospecting

👑 Sales Strategy

17 comments

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SaaSam

Politicker

Account Executive

Should always have true hunters grinding. Look for people that haven't been spoiled and actually do a lot of their own prospecting. Pay them a good base. A comment from @goose on one of my threads yesterday was gold. Something to the effect of paying less than 100k says you're looking for someone expendable. Fork over the base pay, give them something to lose and most folks will stay longer and work harder.

Territory obviously depends on how your customer base is, how spread out they are, areas that they are more concentrated in. My favorite companies avoided having set territories. That's not to say territories are a bad thing. Probably something you'll have to feel out as you build the team to see what works.

CuriousFox

WR Officer

🦊

I have a feeling @FlintIronstag isn't afraid of paying top dollar for top reps.

FlintIronstag

Notorious Answer

Chief Marketing Officer

A half eaten Big Mac and about tree.fiddy

FlintIronstag

Notorious Answer

Chief Marketing Officer

Thank you @saasam. Good advice!

SaaSam

Politicker

Account Executive

All I know is that I don't know much about anything but I know a little about some things... I think

paddy

WR Officer

Director of Business Development

Have both...?

poweredbycaffeine

WR Lieutenant

☕️

Or tell your current reps that they have to start hunting on top of the leads being fed to them...

paddy

WR Officer

Director of Business Development

I don't understand your question. Have someone manage inbound leads, but yeah you should have someone hunting also.

FlintIronstag

Notorious Answer

Chief Marketing Officer

Yeah wondering how to build out a true outbound full cycle team.

paddy

WR Officer

Director of Business Development

Hire good people with connections in the verticals you want to sell to and supply plenty of things they can snort to keep them motivated.

FlintIronstag

Notorious Answer

Chief Marketing Officer

Ok since we’re in healthcare maybe hold off on the cocaine. But the rest makes sense.

poweredbycaffeine

WR Lieutenant

☕️

Your buyers are using it, so why shouldn't the reps? Smoke em if you got em, ya know?

Blackwargreymon

Politicker

MDR

Or tell your current reps that they have to start hunting on top of the leads being fed to them...

Clashingsoulsspell

Politicker

ISR

I don't understand your question. Have someone manage inbound leads, but yeah you should have someone hunting also.

MR.StretchISR

Politicker

ISR

Have both...?

Mr.Floaty

Politicker

BDR

Thanks! Yes, we use G2 Intent and ZoomInfo Websights to track intent at this point.

Cyberjarre

Politicker

BDR

My company is shifting to 6sense and while it’s just starting, leadership seem excited about the possibilities

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FlintIronstag

Advice Requested - Building Territories

17 comments

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