Slides from the ROI Lab for Sellers session How to Prioritize Your Territory

1. 1
How to Prioritize Your
Territory
Nicole Drummond, Sales Development Manager,
Demandbase
Ross Sanbrook, Enterprise SDR, Demandbase

2. 2
What We’ll Cover
● How to Prioritize Accounts
● Leveraging Journey Stages
● Account Engagement
● Salesforce Integration
● Outreach Integration
● Custom Dashboards

3. 3
QUALIFICATION SCORE
The likelihood of ever becoming
a customer
How Demandbase Prioritizes Accounts
PIPELINE PREDICT
Highest propensity to become an
opportunity in the next 30 days
ENGAGEMENT MINUTES
Assign a point system for
specific levels of
engagement

4. 4
Journey Stages
● Where are your top
accounts in their
buyer’s journey?
● Building block of your
territory and
prioritization
● Full customization to
match your sales cycle
No engagement
Intent Surge or AWT in past month
Person has 5+ MEMs in past 3 months
2 people w/ 10+ MEMs ea in past 3 months
100+ MEMs + 3 people @ least 20 MEMs
Stages are showing Accounts with…
* MEMs = Mktg Engagement Minutes
Open SaaS opp in SQL or Discovery
New Biz Stage 1-5 opp
Active SaaS customer
Cust w/ 1 person w/ 10+ MEM in past 3 months
SaaS customer w/ open SaaS upsell
SaaS cust w/ open SaaS Upsell won in past month
Lost SaaS opp in the past 3 months
Disqualified

5. 5
Journey Stages

6. 6
Account Engagement

7. 7
Salesforce - Account

8. 8
Salesforce - People

9. 9
Salesforce - Engagement

10. 10
Salesforce - Insights

11. 11
Outreach

12. 12
Sales Leader Dashboard - Find

13. 13
Sales Leader Dashboard - Close

14. 14
Sales Leader Dashboard - Expand

15. 15
Thank you!