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Anyone got good tips for a fragmented territory? I’ve got many regions, languages, and tons of channel reps with no major one that would give me a big bang for my buck across my patch.
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👆 Solid advice here
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That's a tough one. If you had to pick one over the other, would you want to focus on a specific region or specific channel reps?
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What have you tried so far?
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Take a look at the customers your company has already won - industry, segment, use case etc. then prioritize your account based on look alike accounts and go after them first using case studies as a reference of success. Also research into initiatives in those accounts, revenue, fiscal year, competitor analysis etc.
I'd do a few things here. First - do you have a tool to visualize where your accounts fall into these categories (industry, region, language, etc.)? If not, I'd put them in an Excel sheet and create a pivot table so you can see how many accounts you have in each group. This can also help you visualize where your accounts are distributed and you can say "alright, 20% of my patch is in this industry which we play well in, I'm going to prioritize these". From there, I'd make a OneNote page for each of these groups where you can start compiling content your company has and what you find online so you can better learn how to sell into each group. I'd then create unique messaging for each group and add that to the respective OneNote pages. You can use what your company has + input these categories into ChatGPT to see what email templates it spits out and tailor it how you'd like. Now when you do cold or targeted outreach, you can filter your list to whichever category you'd like and have a quick repository of relevant information for your emails and cold calls.