Steal Luke’s Territory Planning Spreadsheet
FOUR ACTIONABLE TAKEAWAYS

When prospecting, start to look for lookalike accounts. For example, if you’re having success with intellectual property law firms, go after more accounts like that.

Use the prospecting channel that has the highest likelihood of getting you a meeting and a response.

There are three ways that Luke would split up an account with his SDRs: For his AAA-tier accounts, he would personally reach out to all of them. For B-tiers, he splits them up above and below the line with his SDRs. For C-tiers, he lets his SDRs prospect those solo.

Don’t show them the whole meal all at once. Win the first feature first before showing them one more thing.


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