From the course: Managing Your Sales Territory
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Territory exploration
- Whether you grew up watching Dora the Explorer or Indiana Jones, we all have a little explorer in us. We've likely pretended to investigate new areas, uncovering clues to ultimately end up finding a hidden treasure. A great game for kids, and quite frankly, a fun one for adults as well. The good news is you can do this for real in your own sales territory. What do we mean? Your sales territory, very likely, has hidden gems and treasures that aren't showing up on your usual databases. Most salespeople are given a territory database, whether that's on Excel or some form of a CRN, and draws its information from any number of companies that provide leads and information on companies in a defined geographical area. While these companies strive to keep their databases updated, that way you can stay up to date on what's happening in your territory, there's still no substitute for some good old exploring. Why is that? Well, for one thing, many business owners, especially in a small to…
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