• Territory Planning Framework:

  • Start with comprehensive market mapping
  • Narrow down from larger list (e.g., 400 accounts) to focused target list (e.g., 50 accounts)
  • Research accounts based on key criteria:
    • Prior agency usage
    • Growth opportunities
    • HR team size vs. employee count
    • Contract status
    • Job opening volume and duration

• Account Focus Document System:

  • Create quarterly goals for each target account
  • Set 100-200 sub-goals across accounts
  • Aim for 70% goal completion rate
  • Include relationship-building objectives
  • Document serves as “North Star” for prioritization
  • Review and update quarterly

• Multi-Channel Sales Cadence Structure:

  • Minimum 9-15 touches per prospect
  • Spread touchpoints over 1 month period
  • Include varied communication methods:
    • Phone calls
    • Emails
    • LinkedIn outreach
    • Handwritten cards
    • In-person meetings
  • Take 3-4 week break between cadence cycles
  • Track all interactions in CRM

• Technology Stack Recommendations:

  • Apollo.io for lead generation and cadence management
  • HubSpot for solo/small team CRM (free version viable)
  • Bullhorn/Crelate for larger teams
  • Calendly for meeting scheduling
  • LinkedIn for networking/prospecting

• Foundational Success Principles:

  • Focus on “boring basics” and consistent processes
  • Always be learning (ABL mindset)
  • Stay humble and acknowledge knowledge gaps
  • Celebrate small wins
  • Build mentor relationships
  • Model successful performers

• Research and Preparation Process:

  • Deep dive into company background
  • Understand growth plans and organizational changes
  • Research individual decision-makers
  • Tailor approach based on position level
  • Document findings in CRM
  • Regular review and updates of information

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