In this episode, Marcello & Shari discuss the different elements that go into territory management, & why managing your territory well is so important. Marcello introduces some of the key concepts that he focuses on such as: Routing, Resources, Research, Right Timing/Frequency, & Reason to Go Back.
Recommendation from Marcello: Fanatical Prospecting (affiliate link)
Note: The quote “Success leaves clues.” seems to have originated with Tony Robbins, not E.T. The Hip Hop Preacher as mentioned in the show.
How do you manage your territory? Share it with us by tweeting @pushpullsales
*thanks to BenSound.com for our intro & outro music*