BenitoBlanco_

Regional Account Executive

How do you geographically map out your territory?

I just started my new gig at a K-8 SaaS company where I'm selling a new subject area (Math instead of World Language/English Learning). This means, of course, that I'll largely be prospecting from the ground up since I'll be dealing with entirely new contacts for a District's Math program than I would have selling language acquisition software. I have some referral opportunities, but I prefer to act like I don't and let those just be icing on the cake.

Before I get started with plotting clients and prospects to a map, I was curious if you all do the same and if so, do you simply save points on Google Maps or is there a different program i.e. a heat map that you prefer to use?

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braintank

Politicker

Enterprise Account Executive

Google maps allows you to create custom layers. I'd export key info from CRM or Zoom info (HQ address, zip code, industry, etc.) and use this to create a custom map. Pins indicate HQ and were color coded based on industry/score.

MrMotivation

Politicker

Sales

Ooh! Someone else uses this. So valuable for trying to plan face to face meeting trips. You can export your prospect list into Google maps and then see the location of the prospects.

braintank

Politicker

Enterprise Account Executive

Exactly! I would use it to plan my day, pick out hotels, etc.

friendlyginge

Politicker

Account Executive

Is your company willing to invest in prospecting tools like LinkedIn Sales Navigator? This will let you filter accounts by location and create lists. We sell to schools sometimes and I know a lot of the larger districts have LinkedIn pages.

If not, I love a good excel doc. I’m trying to envision using a map to plot school districts… wouldn’t you assume there is a district or two in every city?

BenitoBlanco_

Opinionated

Regional Account Executive

I used Sales Navigator in my previous role (not sure if current company offers) - to be honest with you it’s much more viable for Enterprise, though it’s nice to have in K-12.

So as an outside AE, a map would be a very convenient way to set up meetings in one geographical area and even potentially to farm referrals. Also, my territory is Chicago Metro Area, so I am dealing with densely packed schools in the city both public and private as well as sizable suburban districts.

Working with school districts can also be very political. I’ve found that prospecting targeted at geographical areas/neighborhoods is much better received than more “blanket” campaigns i.e. the prospects are more likely to feel that you know and understand their neighborhood and their kids.

friendlyginge

Politicker

Account Executive

Makes a lot of sense, Chicago is a big area! In my past life before sales I traveled a lot as a consultant and would pin my clients’ facility locations on Google Earth. It’s a lot cleaner and more functional than maps (can color code the pins, map out directions and distance between sites). If I recall you can export XML files of the data, for what it’s worth. And it’s free! Sorry it’s been a while since I used it, but I remember loving the tool.

Stratifyz

Big Shot

Account Executive

I had to do something similar and I honestly used a scraping tool with a Boolean search to capture by zip code.

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BenitoBlanco_

How do you geographically map out your territory?

7 comments

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