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A great point highlighted on the Linkedin Sales Blog. I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs. It works.
Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days.
The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.) So it’s smart to focus on the companies where you, and your team, know people vs just the fact that their office is in Connecticut.
Redefining Sales Territories: From Geographic to Social Proximity
Nothing gold can stay. That’s right, not even you, sales territories. The old way, established over a century ago, of assigning sales professionals territories based on geographic location is on the way out. Sure, it made sense when most meetings were mostly conducted in person, but in a world of conference calling services and social selling, the way we determine sales territories has to change.