How Do You Build a New Sales Territory?

Building out a territory – greenfield, white space, whatever you call it – is a target-rich environment but a big responsibility. How do you do it right?

Cohesity‘s Brandon Grieve joins Microsoft & ex- AT&T#sales leader Carson V. Heady to discuss.

Build a foundation around people and #process and resist the urge to over-complicate it.

There is no silver bullet; it’s important to ensure you surround yourself with the right colleagues, partners and accumulation of targeted sales plays.

Identify the right customers and contacts; coordinate effectively with the team. You control the quality, quantity and consistency of your outreach – and these must be optimized.

It’s easy to be pulled in a lot of different directions; quickly determine where your time is best invested.

Proactively take the lens where everyone wins: Invest in customer and partner relationships. With consistent execution of the right process by the right people, success is the result!

#customerexperience #cx #team #success #leadership #prospecting #selling #teamwork #strategy