Outbound Squad
[Tactics] Territory Planning: Reverse-Engineer your way to success in 2024
Jan 23, 2024
Learn strategies for strategic territory planning to maximize outbound prospecting. Analyze recent wins, identify key accounts, and prioritize based on patterns of success. Discover tactics for territory planning with LinkedIn, sales triggers, and past colleagues. Reverse-engineer success in territory planning by targeting mobilizers and optimizing pipeline management.
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Quick takeaways
- Cherry-pick accounts with a higher likelihood of closing by analyzing recent wins and identifying patterns.
- Narrow down focus by using LinkedIn Sales Navigator to filter account and contact lists based on criteria that have shown success.
Deep dives
Territory Planning and Selective Effort
Territory planning is crucial in outbound sales, especially considering that the majority of prospects will not respond. The key is to cherry-pick accounts with a higher likelihood of closing. A recommended strategy is the 'Martini glass pipeline,' which involves going deep and narrow on fewer accounts. To decide which accounts to prioritize, analyze recent wins and identify patterns. Look at the industries, personas, solutions, number of employees, social proof, and relevant triggers that led to successful meetings or deals. By reverse-engineering success, you can focus your efforts on similar accounts.
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