We have our team split up with territories. My question is, what would be a best practice in this scenario:
All team members are currently split up in market territories by state. We brought on an additional individual for a dedicated reach out (accelerator if you will) that spans across already set up territories. What would be a best practice for this new individual to allow her to have her own “market” and get buyer intent information/etc. Should I give her all the locations and let her dig through? That seems a little overwhelming and I’d like to avoid that.
Hi @SFowler3,
Answering this would require a bit more context. How many contacts are you referring to? Which of them have already been contacted? What exactly is the role of this new individual, would this be their only task? What’s the timeline for this? What does outreach mean exactly in your sales process?
In general, if you want to prioritize outreach for someone, have a look at lead scoring: Understand the lead scoring tool
Set up a score, then the individual can work from the highest to the lowest scored.
Best regards
The original team is focused on organizations by state. The new team member is focused on specific organizations w/in that state with specific messaging. Lead Scoring will not help in this case as these are cold outreaches. I understand that they have to be warm to show up on Buyer Intent, but I want this to be set up so if she were to reach out to someone, and they did show up on the buyer intent area, then she would see that and it not fall under the “standard” market setup we currently have.
@SFowler3 lead scoring doesn’t have to be engagement-based, it can also be fit-based.
I’m not sure I can help more without receiving the questions to the answers I shared in my previous reply. There’s a part of your question relating to responsibilities, another part about prioritization. For the responsibilities part, I would need more information. For the prioritization part, fit-based scoring is the way to go from what you’ve shared so far.