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.