Sales Territory Research Playbook
Use Scrapine to research and map new sales territories. Identify total addressable market, build account lists, and equip reps with territory-specific data.
Overview
When expanding into a new territory or assigning territories to new reps, comprehensive research is essential. This playbook shows you how to use Scrapine to map a sales territory, quantify the opportunity, and arm your rep with a prioritized account list.
Step 1: Define Territory Boundaries
Clearly define what constitutes the territory: geography, industry vertical, company size segment, or some combination. Document the boundaries precisely so Scrapine’s filters can match them. For geographic territories, specify states, regions, or metro areas. For vertical territories, list included and excluded industries.
Step 2: Quantify Total Addressable Market
Use Scrapine to count the total number of companies matching your territory definition and ICP criteria. This gives you the total addressable market for the territory. Break it down by sub-segments: company size tiers, industries, and technology stack. This analysis reveals whether the territory can support its revenue quota.
Step 3: Build the Account Universe
Extract the full list of companies in the territory from Scrapine. For each company, capture firmographic data including name, domain, industry, employee count, estimated revenue, headquarters location, and technology stack. This is your complete account universe for the territory.
Step 4: Tier and Prioritize Accounts
Segment the account universe into tiers based on potential deal size and likelihood to convert. Tier 1 accounts are large, high-fit companies that deserve dedicated attention. Tier 2 accounts are mid-size or moderate-fit targets for standard outbound. Tier 3 accounts are smaller opportunities that receive lightweight outreach. Assign tier based on a combination of company size, technology fit, and growth signals.
Step 5: Enrich Priority Accounts
For Tier 1 and Tier 2 accounts, use Scrapine to identify and enrich decision-maker contacts. Find two to three contacts per Tier 1 account and one contact per Tier 2 account. Enrich with verified email, phone, title, and LinkedIn profile.
Step 6: Create the Territory Plan
Compile the research into a territory plan document. Include total addressable market size, account tier breakdown, enriched contact counts, and a 90-day prospecting roadmap. Share with the territory owner and their manager so everyone is aligned on the opportunity and approach.