Starting in a new territory. What are your first areas of focus?

What are the most important items to be focusing/working/building on when moving to a new territory/geography? Why? How do you go about it? The overall goal is to build pipe and close pipe.

👑 Sales Strategy

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swerve

WR Lieutenant

Account Executive

1. Run a SFDC report to uncover previous C/L opps in that region. This will uncover at least a couple new opps for you.
2. Map A, B, and C companies (A being best fit in terms of tech fit, timing, funding, etc.) to prospect
3. Run a search in SalesNav for 1st degree connections with your target buyers' titles, filtering down to your target accounts - these are the easiest conversations to start
4. Run the same search for 2nd & 3rd degree connections and start sending invites
5. Get your SDR involved with a shared account list via Excel or SalesNav

JuicyKlay

Celebrated Contributor

This 🙌

LordBusiness

Politicker

Chief Revenue Officer

This is a great playbook, especially point 1.

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__alchemist

Starting in a new territory. What are your first areas of focus?

3 comments

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