How do you build a new territory from the ground up?

I have built a lot of territories from scratch; whether it is a new product, at a new company, or just transitioning account lists. That said, I've curated my fair share of email sequences, conducted 100 dials a day, and spearheaded activities that should be done by marketing...

I would love to hear how you kick-start a new territory! How do you seed the market? Feed the machine? Get the brand out there? Generate pipeline from nothing?!

👑 Sales Strategy

6 comments

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YodelGuy

Fire Starter

Sales Representative

I would approach it like this:

1.) Research all companies that fit your target persona.

2.) Rank the companies from the most important to the least important for you.

3.) Choose 10-20 dream customers for which you put in extra effort. Do additional research, personalization.. etc. This should be customers that would either generate massive revenue or would serve as an amazing reference project.

4.) Create a prospect list with people and departments you need to contact for each company.

5.) Make an outreach strategy and start cold calling and emailing like hell. Additionally follow an outreach sequence to get as many touchpoints as possible and to cover different channels (email, phone, LinkedIn, conferences). Also a sequence makes your strategy measurable.

6.) Emailing and cold calling like hell

7.) Emailing and cold calling like hell

8.) Emailing and cold calling like hell

9.) Analyse the data and iterate strategy.

10.) Try to ask your prospects for referrals and industry info. This will help you getting to know your territory.

11.) Repeat. Especially steps 6-8.

bigtuna

Good Citizen

Enterprise Account Executive

I like it! You've outlined a strategy that I've used in most instances; but I like the way you organized it. Thanks!

sebs

Politicker

BDR

Saving this!

SalesGal

Politicker

Account Executive

Love your username !
I only briefly helped in a new territory and I just went with the classic non-stop dials.
What did you find worked best in the different things you've tried ?

bigtuna

Good Citizen

Enterprise Account Executive

Thank you! I've taken several approaches but the one I find the most impactful is to lay a foundation of solid contacts first, based on research. Populating contacts into your CRM via LinkedIn or Zoominfo, or whatever tools you leverage will help you build out a list to focus on. Once you have the list concentrated, you can use whatever means to showcase the value of your offering. One, somewhat unique, tactic is to use tools like OneMob to record a industry demo or specific demo of your capabilities that apply, and share that in your prospecting emails and messages. The tools used to record the demo usually have reporting on opens, views (and how long they viewed), shares, etc.

SalesGal

Politicker

Account Executive

Thank you for the detailed reply! I like the contact approach. Probably really helps with focusing efforts on the right prospects.

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bigtuna

How do you build a new territory from the ground up?

6 comments

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