Targeting Potential Clients and Building a List

Steal Luke’s Territory Planning Spreadsheet

FOUR ACTIONABLE TAKEAWAYS

• When prospecting, start to look for lookalike accounts. For example, if you’re having success with intellectual property law firms, go after more accounts like that.
• Use the prospecting channel that has the highest likelihood of getting you a meeting and a response.
• There are three ways that Luke would split up an account with his SDRs: For his AAA-tier accounts, he would personally reach out to all of them. For B-tiers, he splits them up above and below the line with his SDRs. For C-tiers, he lets his SDRs prospect those solo.
• Don’t show them the whole meal all at once. Win the first feature first before showing them one more thing.

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