Your question is Build Pipeline in a New Territory. Take a moment with it on the right.
Talk me through your thinking if you like. When you're confident, submit your answer and I'll grade it like a real screen (7/10 or better passes).
You have just taken over a new enterprise territory with very little existing pipeline and a quarterly new-business target tied to landing mid-market and enterprise accounts. Marketing is generating some top-of-funnel activity, but most of the accounts you want are not engaging, and your manager expects you to create meetings through outbound. In one of your top accounts, a Head of Operations has viewed your outreach twice, an HR leader downloaded a benefits guide, and Finance is known to be pushing cost controls, so you need to decide where to focus and how to message.
How would you approach lead generation and prospecting in this territory, and how would you decide which accounts, stakeholders, and messages to prioritize first? Walk me through how you would turn early signals into qualified pipeline.